PHILADELPHIA, Oct. 11, 2018 /PRNewswire/ — Richardson, a leading global sales training and performance improvement company, partnered with Training Industry to examine what sales professionals value in a sales academy. They conducted a nationwide survey and received responses from more than 360 sales professionals. The findings include responses across 17 different data points to build a complete picture of what capabilities and tools selling organizations need to succeed today.

Participants responded to a range of questions, including the effectiveness of their sales training, how that training was delivered, and the relevance of those skills. The results are critical for any selling organization seeking to build a sales academy, which is a structured system for training and developing a sales team.

A strong sales academy is critical in today’s environment because sales professionals increasingly work in teams and need to be a cohesive group. With a sales academy in place, leaders know that each team member is working from the same group of core skills. Training like this boosts engagement, which is a key driver of business outcomes. The findings in the report come directly from those in the field selling every day. 

Some of the research reveals that:

  • Effective sales training balances instructor-led training with digital learning
  • Strong Sales Academies address different sales roles within a complex selling organization
  • Understanding the market and growing existing customer relationships is critical today
  • Outcome-oriented sales training follows a structured learning path that focuses on the long term

The research offers leaders a blueprint for building a sales academy. With insights from in-the-market sales professionals, they can structure training that fosters skills that are relevant.

Learn more about the research by downloading the report here.

To learn more about Richardson, please contact Ben Taylor at, or visit

About Richardson
Richardson is a global sales training and performance improvement company focused on helping you drive revenue and grow long-term customer relationships. Our market proven sales and coaching methodology combined with our active learning approach ensures your sales teams learn, master, and apply new behaviors when and where they matter most – in front of the buyer. Get to know us and learn about how we help drive the world’s most inspiring sales organizations to their next level of excellence.

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