MCCRORY ADVANTAGE

While leveraging best-in-class training programs from Richardson and Challenger, all training is facilitated only after we fully understand what your team wants to accomplish.  Often our clients ask us to interview key players before the training to gain buy-in, to understand the terminology, etc. as well as to ensure that the fingerprints of the client are incorporated into the training.  We want a client to say before the kick-off of training, “Yes, they understand us!” and “This will help us!”

When the tailored training occurs, training can be facilitated either on an in-person or virtual basis.  This tailored training is also often supported with digital learning, that can be used to either prepare team members for the tailored training and/or as follow-on reinforcement.  This digital learning is offered through Richardson’s Accelerate Sales Performance Platform, that uses assessments, video, gamification and bite-sized modules to build sales related competencies.

Additionally, McCrory offers periodic “open & virtual” workshops that new clients leverage to prepare for in-house roll-outs and existing clients leverage to train new team members – before additional in-house workshops can be scheduled.

We have done the heavy lifting by identifying & outlining the critical selling behaviors needed to improve sales outcomes and shorten the sales cycle.  Richardson’s Selling Curriculum is a collection of sales training programs build to work together and build upon each other across roles and capabilities to drive a common language and clear approach for sales performance.  Each of the formal sales training programs within the curriculum are then tailored to enhance skills based on the sales stage and complexity of the sale.

Create Pipeline

• – Consultative Prospecting
• – Solution Messaging
• – Consultative Inside Sales
• – Territory Management
• – 6 Critical Skills – for Sales & Non-Sales
• – Challenger Marketing Foundations

Win Opportunities

• – Consultative Selling
• – Consultative Opportunity Pursuit (Agile evolution of Solution Selling)
• – Consultative Negotiations
• – Virtual Selling Skills
• – Presentations Skills
• – Demonstration Skills
• – Storytelling
• – Challenge Yourself
• – The JOLT Effect
• – Channel Partner Management

Grow Accounts

• – Positioning a Price Increase
• – Prosperous Account Strategy
• – Enhanced Service Through Consultative Sales

Sales Management

• – Consultative Coaching
• – Reviewing Pipelines
• – Reviewing Opportunities
• – Coaching in the Field
• – Leading Salespeople
• – Creating Sales Culture
• – Driving Sales Performance
• – Strengthening your Sales Culture
• – Leading Sales Team Meetings
• – Driving Salesperson Accountability
• – Leading World Class One-on-Ones
• – Managing Different People Differently
• – Motivating Sales Professionals’
• – VITAL Conversations
• – Coaching to the Challenger
• – Leaders Leading Change

Our Hiring Assessment equips companies with the insight needed to select top-performing sales talent confidently. We go beyond resumes and gut feel by using structured interviews, scenario-based questions, and a proven evaluation framework to assess a candidate’s ability to prospect, build trust, and drive deals through the sales process. Each assessment includes a detailed report on selling skills, mindset, cultural fit, and long-term potential, ensuring you hire the right person for the right role and your organization.

Our approach to reinforcement is achieved by embedding learning into the daily workflow – as sellers engage can engage in spaced repetition and personalized development that continues beyond the initial training.  This enables sellers to apply concepts in real-time, while managers gain visibility into performance, allowing for timely coaching and support based on actual selling activity.

Sustainment is driven through ongoing coaching, integrated tools and consistent measurement.  Managers can use data-informed conversations to reinforce specific behaviors, supported by performance dashboards and CRM-embedded workflows.  This ensures that skill application becomes habitual, enabling sustained behavior change and improved sales outcomes across the team.

Before scaling your sales team and/or targeting a new market, consider leveraging a proven & repeatable methodology that allows you to either test new markets and/or quickly generate results.  Through engaging directly with your prospects, we can help you do the following:

• – Serve as your interim sales team
• – Test or refine sales messaging & assumptions around areas such as your value proposition, markets, entry points and pricing
• – Rigorously qualify your pipeline
• – Uncover critical insights that could inform your sales strategy, competitive positioning and product roadmaps
• – Customer/Prospect loss reviews