Instructor-Led Sales Training Workshops

We use a “learning-by-doing” training methodology in our instructor-led sales training workshops, whereby participants are actively engaged in role play, problem solving, brainstorming, and individual and team exercises and receive intensive coaching and feedback. The combination of application, face-to-face facilitator and peer feedback, and self-assessment creates engaging, relevant, and immediately applicable learning that accelerates behaviour change for your sales team.

A key part of the philosophy that drives the methodology behind our sales training workshops is that participants are not blank canvases. Participants are respected for what they bring to the training. Our training instructors use a Socratic approach of questioning and generating a dialogue before presenting concepts and models. By doing this rather than lecturing, we gain participant involvement and belief before we build models and teach learning points. We encourage them to use their “natural models” on which we then build models and refine sales skills to get them to their next levels of excellence.

Our training model is a blend of constructivist and behaviourist approaches, designed to maximise learning for all participants. Visual, auditory, and kinaesthetic learning styles are accommodated equally in the instructor-led sales training workshops. Visual cues are provided using “advance organisers” or conceptual aids, such as diagrams and models. People with a preference for auditory learning enjoy the fact that Richardson Sales Performance workshop instructors lead engaging, dialogue-based activities and discussions — as opposed to didactic presentations. And kinaesthetic, or tactile, learners benefit from hands-on planning tools and forms that promote real-world application of classroom learning, supporting and sustaining behavioural change.

Seasoned Facilitators Bring Content Expertise and Real-world Experience

Why are Richardson Sales Performance’s sales training workshops different from those of competitors? The answer lies in our people — we have an exceptional team of global trainers with strong sales and training backgrounds that add tremendous value to clients and live, breathe, and exemplify our methodologies, models, and experiences.

Richardson Sales Performance Facilitators act as more than just in-person trainers imparting knowledge and helping individuals practice skills. They are effective coaches and instructors. One of the unique ways in which we coach during the training workshops is through a process of “redirect,” which Richardson Sales Performance introduced as a coaching process of stopping the action and giving on-the-spot feedback. This process increases participant awareness of effective and less-than-effective behaviours and allows them to make course corrections in the moment, as well as apply effective use of the skills, which aid rapid adoption. The workshop participants also develop their own feedback skills and are provided tools to foster the self and peer coaching necessary for ongoing development.

Onsite Sales Training Instructors

Meet some of the members of our facilitator team.

Dennis Greieco

Dennis facilitates programmes based on clients’ needs, delivering training strategies and developmental programmes in support of corporate business goals. Dennis challenges participants to work hard and raise their skill level through direct feedback and coaching. As the lead trainer on an enterprise-wide customer service initiative for a global financial services organisation, Dennis trained 350 management employees and conducted a Train-the-Trainer certification to enable the organisation to continue delivering the programme to its nearly 3,000 frontline service employees.

Kimberly Dean

Kim integrates her real-life experiences into the facilitation of her interactive workshops to validate the learning and challenge participants to improve their skills so they can strengthen customer relationships and grow revenue. As the lead trainer for a large a manufacturing company, she facilitated a programme to institutionalise a more customer-centric- selling approach. Kim has also worked with several businesses in the financial services sector in their effort to change their paradigm, shifting from an internal focus to a value-added approach.

Dr.Andy Nellie

Andy has expertise in leadership development and developmental sales coaching, face-to-face and telesales training, strategic relationship management, and sales negotiations. Andy was the Lead Trainer on a two-year, enterprise-wide Sales Masters programme for a large, multinational technology company. The programme transformed the sales and sales management culture from a “hard sale” approach into a customer-centered, solution-focused approach.

Karen Klein

Karen brings her clients unique strategies for approaching sales hurdles that include effective communication techniques for identifying a company’s needs and applying that information in the sales process. Working directly with one sales manager, Karen was able to help a client work through a sales performance issue by identifying a need to bolster the sales representative’s confidence and determine the tactics that would work best to address that situation.