From prospecting and opportunity management to consultative selling, negotiation, account development, and sales management, our suite of sales training programs has your sales team covered. We’ve trained hundreds of thousands of sellers, sales managers, leaders, and professionals around the globe to help them improve sales skills and increase sales significantly.
While 85-90% of sales training fails to have long-term impact, yours doesn’t have to. Our training programs deliver 94% learning engagement and our learning system boosts knowledge retention by 170%, so sales skills are learned, applied, and transferred on-the-job.
Our sales method is top-rated and RAIN Group was named to Selling Power’s 2016 Top Sales Training Companies list. All programs are research-based with insights from the RAIN Group Center for Sales Research, and field-tested, proven to work for hundreds of thousands of salespeople.
Training is not our focus. Behavior change is. We have a complete learning system that includes assessment, program customization, and robust reinforcement to ensure that learning happens over time to drive behavior change and top sales performance. Learn more.
- Fred Hernandez, Director of Marketing, Modern Postcard
Sales training programs cover the topics in the Sales Competency WheelSM—the key areas where sellers and sales organizations must excel to achieve the greatest sales results. Click each section of the wheel to learn more.
Sales Competency WheelSM
Defining the path to overall success, and architecting the system to allow the teams to achieve at their potential.
Working to help each seller reach their potential on a day-to-day basis.
Allowing sellers to sell effectively, and providing the tools to help them win.
Penetrating, expanding, and protecting a company's most important accounts.
Directing their own success, making their own plans of action, managing their own time and activities, and managing their pipelines to yield maximum business.
Leading the process of winning a sale, including planning to build relationships, leading masterful conversations, and influencing buyers.
Sellers must build strong relationships as they affect success at every stage of the sales process.
Sellers must lead masterful conversations across the sales process and with strategic accounts.
It's the job of a seller to influence buyer agendas, actions, and decisions.
The ultimate recognition of creating value is winning the sale. Winning doesn’t just happen, though. Sellers have to make it happen and beat the competition.
Assuming you are selected by the buyer, often you enter a negotiation phase. The idea is to maintain margin and prices by focusing on value over price.
You have to communicate the full value of the solution so the buyer understands it as well as you do.
You can’t sell if you don’t have opportunities. If value is the outcome, then infuse value in the prospecting process itself.
Whether you or the buyer drives the need, once you understand it, you must craft a solution that actually creates the most value.
With needs discovery, the idea is to find out what may be most valuable to a buyer when they indicate they have need. Most sales processes focus solely on needs discovery. That’s only half the story. Sellers should also drive need proactively. With driving need, the idea is to find untapped value in the market and at accounts, and then make a case for doing something about it that creates value for the buyer.
At the center is value. When sellers can create value, they win. This is the end goal. Everything else in the wheel connects to value.
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