CLIENT:
Business-to-business and retail product supplier
THE CHALLENGE:
Providing an effective sales training solution, that encompasses a core set of selling skills and learning platform, to a dispersed sales team in a timely manner
RICHARDSON SOLUTION:
Richardson developed a comprehensive Consultative Selling sales training strategy that supported the required business objectives, but also seamlessly blended the company’s new 3-step, organization-wide selling process with Richardson’s Consultative Selling framework throughout all delivery platforms. In addition to providing customized instructor-led sales training seminars to all Store Managers, Richardson also customized its eLearning courses, Richardson QuickSkills™ 5.0: Consultative Selling framework for all Store Associates, which resolved the additional challenges presented in the need to train an extremely large retail sales team, across a national footprint, at one time. The solution included:
For Store Associates:
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Richardson QuickSkills™ 5.0 customized eLearning - Blending Richardson’s Consultative Selling framework with the current 3-step selling process already in place within the company to create a total sales training solution that included both the company’s internal processes and Richardson’s award-winning eLearning curriculum
For Store Managers, Sales Managers, and District Maangers:
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A two-day, instructor-led Consultative Selling framework training seminar to provide an overview of the Consultative Selling framework and introduce participants to Richardson QuickSkills™ 5.0 and QuickGuides. A Developmental Sales Coaching component was also included in this two-day program as a way to train on the facilitation skills needed to lead the QuickGuide sessions with Store Associates
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A Train-the-Trainer certification was also created for facilitating future sessions of this program
For Directors of Sales, Field Directors, District Managers, and Market Managers:
THE RESULTS:
- “This was a great experience and made a huge impact on me as a leader.”