A bit about us

This is where it all began

The relationship between buyers and sellers has always been the lifeblood of every company, but it doesn't come without its challenges. For what seemed like forever, many salespeople jumped straight to selling products, without first stopping to learn what their prospects really needed. Customers rarely felt understood, and sales professionals never quite reached their full potential.

So in 1978, Linda Richardson, an English teacher-turned-management consultant, began teaching salespeople how to better relate to customers, listen more closely to their needs, ask better questions, and build trust. The approach worked, and Richardson eventually grew into a respected global brand. The company later joined forces with Sales Performance International and Doubledigit Sales, e4enable, and Challenger to bring even more process and rigor to sales organizations.

Today, Richardson has helped more than 900 global clients and over 3.5 million people increase performance by customizing the training to their selling environment. We deliver more adaptable content, more useful technology, and more visible progress. It’s all about making training work in the real world that reps have to compete in every day.

Richardson's key differentiators

You'll see the difference in the effectiveness of our solutions because of our unique ability to prioritize the capabilities that will move the needle for your team, personalize the learning journey for each seller, and prove the solution's effectiveness and ROI using your real-time data.

Prioritization
Instead of sifting through mountains of disconnected data points that don’t give you any context or insights into your biggest gaps or ways to fix them, you’ll get a clear picture of the most pressing, high-priority skill gaps that are impacting your results. Data is important but context is paramount.

Personalization
Instead of generic, one-size-fits all learning events that generate buzz but don’t drive material change, you’ll get precise, long-term capability development at scale that is personalized and unique to each individual seller and focuses them on closing their gaps. Real change starts one seller at a time.

Proof
Instead of struggling to connect enablement and development efforts to results, you gain a clear and continuous line of sight into how your investments are directly impacting your most important business metrics and where your next move should be to sustain and build upon performance. Move from skepticism to evidence.

Local Experience, Global Expertise

Transforming large international sales organizations requires an understanding of how to balance driving a consistent global approach with the flexibility needed to sell in local markets. Here at Richardson, we take time to understand each client’s global sales footprint, their unique structure, and the critical selling skills that are needed to succeed in each region. We are proud to have over 100 of the most experienced facilitators worldwide who have trained two million sellers, in 50 countries and over 23 languages.