What Richardson Sales Performance does

Richardson Sales Performance is a global sales training and sales performance improvement company founded in 1979 and headquartered in Philadelphia, PA. The company serves more than 900 enterprise customers across financial services, technology, healthcare, industrial, telecom, and consumer industries — including Cisco, Honeywell, Amex, Goldman Sachs, Verizon, 3M, Lilly, and Schneider Electric — and has trained more than 3.5 million individuals worldwide. Its core offering is the Connected Selling Curriculum, a behaviorally grounded methodology covering 19 sales capabilities and 68 sales behaviors, now augmented by the Challenger Sale methodology acquired in September 2024.

The company's technology platform is Accelerate Prism, an AI-orchestrated sales excellence system built on five pillars: AI orchestration, actionable performance data, real-world customization, world-class methodologies, and applied behavioral science. Accelerate Prism bundles AccelerateAI (generative AI scenario coaching with video analysis), AI Smart Trackers powered by Gong (conversational intelligence tied to the curriculum), QuickCheck mobile reinforcement, CRM-enabled workflow tools (Salesforce-native), and Sales Performance Analytics. The platform integrates with Slack, Microsoft Teams, Salesforce, and Gong to embed learning into daily seller and manager workflows.

Richardson monetizes through a hybrid model: customized professional services engagements (training design, facilitation, stakeholder interviews, sustainment strategy) sold via direct enterprise field sales and inside sales, plus subscription-based access to the Accelerate Prism platform and its modules. Pricing is quote-based with multi-year enterprise contracts, and the company offers live, virtual, and digital delivery formats to serve global clients. Operationally, Richardson has expanded through acquisition (Sales Performance International 2019, DoubleDigit Sales 2022, e4enable 2024, Challenger 2024) and continues to invest in AI-driven product capabilities to move beyond traditional classroom training toward continuous performance orchestration.

Name

Richardson Sales Performance

Legal name

Richardson Sales Performance

Website

https://richardson.com

Company type

Private

Founded year

1979

Operating status

Operating

Headcount range

101–250 employees

Short description

Richardson Sales Performance is a global sales training and performance improvement company serving 900+ enterprise customers with the AI-orchestrated Accelerate Prism platform, the Connected Selling Curriculum, and the integrated Challenger Sale methodology.

Ownership category

akta.pro rank

Product category

Sales Training and Enablement

NAICS

Educational Support Services (61171)

SIC

Services-Management Services (8741)

akta.pro primary industry

Customer Success (Adoption, Retention & Expansion) (EDABABAG)

akta.pro secondary industry

Sales Leadership & Revenue Executive Coaching (EDABANAL)

Keywords

• Sales training services
• Sales performance improvement
• Sales enablement technology
• Consultative selling training
• Sales coaching programs

Headquarters

HQ city

Conshohocken

HQ country

United States

HQ region

North America

Offices1 record

Markets served

GTM type

B2B

Offering type

Services

Cost components

Personnel, Marketing or Sales, Technology or R&D, Operations

Revenue model

1. Sales Training Programs: Professional sales training programs delivered through multiple formats (live, virtual, digital). Programs cover the entire sales cycle from prospecting to account management and sales management.
2. Connected Selling Curriculum: Comprehensive behavioral science-based sales training curriculum with modular programs that build on each other. Includes foundational and advanced programs for various roles.
3. Accelerate Prism Platform: AI-orchestrated sales excellence system providing continuous learning, reinforcement, and analytics. Subscription-based access to digital training, coaching tools, and performance tracking.
4. Customized Training Programs: Tailored sales training solutions customized to organization-specific needs, challenges, and sales scenarios. Includes stakeholder interviews, instructional design, and custom content development.

Pricing tiers

Go-to-market motion2 records

Distribution channels3 records

Marketing channels5 records

Core offering

Richardson Sales Performance is a global sales training and sales performance improvement company that delivers the Connected Selling Curriculum, sales management programs, and the Accelerate Prism AI-orchestrated technology platform to enterprise clients. It sells live, virtual, and digital training programs, customized curriculum development, and professional consulting services targeting sales professionals, managers, leaders, and service professionals. The company also offers technology add-ons such as AccelerateAI, AI Smart Trackers (Gong), CRM-enabled Workflow Tools, QuickCheck mobile reinforcement, and Sales Performance Analytics.

Product overview

Richardson Sales Performance is a global sales training organization offering a unified platform-plus-modules architecture combining the Accelerate Prism AI-orchestrated sales excellence system with the Connected Selling Curriculum foundational methodology. The core platform Accelerate Prism integrates five key technology modules: AccelerateAI (AI-powered coaching), AI Smart Trackers powered by Gong (conversational intelligence), CRM-enabled Workflow Tools (Salesforce-integrated opportunity and account planning), QuickCheck Mobile Reinforcement, and Sales Performance Analytics. Supporting the technology platform is the Connected Selling Curriculum containing training programs including The Challenger Sale, Consultative Selling, Solution Selling, Agile Selling, and specialized programs for sales professionals, managers, leaders, customer service professionals, and marketers. Professional services include customized program development and training delivery in live, virtual, and digital formats. Richardson acquired Challenger in September 2024 and e4enable in February 2024, expanding its methodology and capabilities.

Differentiator

Problem solved

Functional benefit

Brands

• Accelerate Prism: AI-orchestrated sales excellence system that drives skills improvement and sustained behavior change at scale
• AccelerateAI
• QuickCheck
• Connected Selling Curriculum

Products and services

• Accelerate Prism AI-orchestrated sales excellence platform that turns sales development into measurable performance. Built on five pillars: AI Orchestration, Actionable Performance Data, Real-World Customization, World-Class Methodologies, and Applied Behavioral Science, providing personalized, continuous learning journeys from assessment through sustainment for enterprise sales organizations.
• Connected Selling Curriculum Comprehensive, interconnected, customizable collection of sales training programs grounded in behavioral science covering 19 sales capabilities and 68 selling behaviors. Establishes consistent methodology and common language across sales roles and phases of the sales cycle for enterprise clients.
• Sales Training Delivery Multi-format delivery of sales training including live instructor-led, virtual instructor-led, and digital/self-paced options designed to accelerate speed to proficiency for enterprise sales teams.
• Sales Training Programs for Sales Professionals Modular sales training programs for sales representatives, account executives, and business development professionals addressing prospecting, opportunity pursuit, and account growth. Includes The Challenger Sale, Consultative Selling, Agile Selling (Consultative Opportunity Pursuit), Solution Selling, and storytelling and virtual selling programs.
• Sales Management Curriculum Collection of sales management training modules including Sales Coaching, Pipeline Management, Opportunity Review, Coaching in the Field, Driving Salesperson Accountability, and Leading Sales Team Meetings. Develops frontline manager and director skills to drive team performance.
• Sales Leader Training Programs Sales leadership training for change management, coaching, and sales management disciplines targeting senior sales leaders and executives responsible for sales transformation initiatives.
• Marketing Professional Sales Training Training for marketing team members to build core selling skills, create messaging resonating with buyers, and align marketing content with sales conversations.
• Customer Service Professional Sales Training Training for customer service representatives to develop service-right selling skills, build customer loyalty, and position additional services, transforming service mindset into revenue-generation capability.
• Professional Services (Sales Consulting) Consulting services including stakeholder interviews, identification of key selling behaviors, measurement plan establishment, customization of curriculum, and sustainment strategy through digital tools and performance support for enterprise sales organizations.
• Customized Sales Training Programs Tailored sales training solutions customized to client-specific culture, objectives, real-world seller scenarios, case studies, and role-plays reflecting the client's sales process and language, including custom content development and instructional design.

Quantifiable outcome

• 5-12% Increase in Revenue
• +8 more outcomes

Named customers23 records

Segments5 records

Ideal customer profiles1 record

Technology focussed Yes

API detail

Has API

No

API docs

API detail

Core technology

AI maturity

App detail

Integration4 records

AI capability9 records

Feature6 records

Partnerships

One partnership is on record.

• ChallengercoreStrategic or Co-development Partner · 16 September 2024Richardson acquired Challenger, a company known for its Challenger selling approach. The acquisition creates a combined entity offering enhanced sales training solutions and methodologies worldwide. Challenger's insight-led selling methodology is now integrated into Richardson's Connected Selling Curriculum, providing capabilities for leading insight-led conversations that challenge customer thinking and drive action.

Scale indicators6 records

Recent moves6 records

Expansion highlights6 records

Direct peers

• Sandler Training: A long-standing global sales training franchise built on the proprietary Sandler Selling System methodology. Highly comparable to Richardson because both sell enterprise sales training, coaching certifications, and methodology-anchored programs to corporate sales teams.
• Wilson Learning: Global human performance and sales training provider offering customizable sales, sales management, and leadership development solutions. Compares to Richardson on behavioral-science-grounded methodology, global delivery capability, and enterprise customization.
• Dale Carnegie Training: One of the oldest and largest global sales and leadership training providers with a franchise network across more than 90 countries. Overlaps directly with Richardson on enterprise sales, management, and leadership development programs delivered through certified facilitators.
• The Brooks Group: Specialized B2B sales training and consulting firm with proprietary methodologies (including training based on 'Integrity Selling'). Competes with Richardson for the same mid-market and enterprise buyers seeking consultative and solution selling skill development.
• ValueSelling Associates: Boutique sales training firm built around the ValueSelling Framework, covering prospecting, qualifying, and closing. Direct competitor to Richardson in the methodology-led enterprise sales training category, particularly for B2B technology and financial services buyers.
• BTS Group: Public strategy execution and sales force effectiveness consultancy combining experiential learning, simulations, and coaching. Direct overlap with Richardson's customized consulting-led sales transformation engagements with global enterprises.

Emerging players

• Mindtickle: Sales readiness and enablement platform offering AI role-play, content management, and coaching analytics. Emerging player whose AI role-play, certification, and reinforcement capabilities overlap with Richardson's AccelerateAI and QuickCheck offerings.
• Allego: Modern sales learning and enablement platform combining content, coaching, and AI-driven practice. Emerging adjacent competitor that increasingly overlaps with Accelerate Prism in AI coaching and reinforcement workflows.

Broad incumbents

• GP Strategies: Large corporate training and workforce performance provider with substantial sales and leadership training practices. Broad incumbent that competes with Richardson on customized enterprise training delivery, particularly with industrial and manufacturing clients.
• Korn Ferry (Sales Transformation / Miller Heiman Group): Global organizational consulting firm that absorbed the Miller Heiman Group (Strategic Selling, Conceptual Selling, Large Account Management) into its Sales Transformation practice. Broad incumbent offering enterprise sales training as part of a much wider talent and leadership portfolio.

Market position

Strengths5 records

Weaknesses5 records

Competitive moat5 records

Key risks6 records

Key highlights6 records

Customer concentration

• Xx.com/richardsonsales
• Facebookfacebook.com/richardsonsalestraining
• LinkedInlinkedin.com/company/richardson

Revenue estimate

Valuation estimate

Number of profiles

Profiles4 records

Subsidiaries3 records

Funding overview

Funding rounds2 records

Investors2 records

Funding detail is available on the Subscription and Enterprise plan.Contact sales →

M&A4 records

Investments

M&A and investment is available on the Subscription and Enterprise plan.Contact sales →

Frequently asked questions about Richardson Sales Performance