// Sales Training

Virtual Selling

Complete virtual selling curriculum covering all stages of the sales process and sales management.

The world of sales as we know it has changed forever.

There are major differences between face-to-face and virtual selling, and your sales team needs a different set of skills and a new sales approach to succeed in a virtual environment.

At RAIN Group, we have a complete virtual selling curriculum across all stages of the sales process from filling the pipeline and leading virtual sales conversations to growing accounts and managing sellers virtually. We take a modular approach to our virtual selling programs and tailor them to develop the skills your sellers and managers need to succeed in a virtual environment.

Programs include:

Virtual Selling Imperatives Learning Objectives

The Virtual Selling Imperatives program teaches sellers how to master the 4 Virtual Selling Imperatives. Your team will learn how to:

  • Lead exceptional virtual sales meetings and conversations
  • Set up their virtual selling environment and technology like a pro
  • Become a person of interest to your buyers in the digital world
  • Learn simple, effective ways to use visuals and on-screen drawing to influence and engage buyers
  • Apply collaboration principles successfully in core areas across the virtual sales cycle
  • Build rapport and deepen relationships virtually
  • Master your virtual meeting platform with specific tips, tricks, and best practices
  • Craft and deliver powerfully persuasive arguments for change

Our Approach to Virtual Selling

Behavior change and client results are our focus. We help clients define their objectives and use virtual delivery to drive the desired change and strongest possible business results. Our Virtual Selling program includes the following components:

Sales Curriculum

Curriculum Building Blocks

We take a modular approach to curriculum development and have the building blocks of virtual sales content your team needs to succeed across the sales cycle.

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Virtual Instructor-Led Training

This program is delivered via highly interactive VILT sessions designed to maximize practice, skill building, and application.

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Initiative Kickoff

Get participants excited, build the case for change, set expectations, and inspire action with a virtual kickoff session introducing the program to managers and participants. 

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Pre-Work

Bite-sized, mobile friendly, micro-learning builds critical knowledge before each VILT session, introducing key concepts and models. 

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Application Assignment

Assignments between sessions focus on execution. Learners receive direct feedback allowing them to quickly adopt and improve skills. 

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Reinforcement and Post-Work

Our learning system ensures that training is reinforced over time. From job aids and tools to videos, online lessons, quizzes, and coaching, we make sure skills are learned and applied.

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Application Coaching

Between VILT sessions, application coaching focuses on applying new learning from modules immediately.

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Measurement

During the program, and at the end of the initiative, we measure progress towards skill development, goals, and business results.

RAIN Group Total Access

Total Access 

Keep your sales training capabilities in-house and embed a robust sales method. We’ll certify your delivery staff in our suite of programs so you can deliver training on an ongoing basis.

Execution Assurance Coaching

Execution Assurance Coaching

Accelerate your results with our 90-day Execution Assurance coaching—the key to ensuring sellers are held accountable, change happens, and training generates maximum ROI.

Buyers are Underwhelmed by Sellers' Virtual Selling Skills

89%

of buyers report they've experienced technology problems when buying virtually.

A mere

16%

of buyers say virtual sellers are skilled in making a strong ROI case.

88%

of sellers say developing relationships virtually with buyers is challenging.

In the RAIN Group Center for Sales Research report, Virtual Selling Skills & Challenges: Buyers Share Where Sellers Are Succeeding & Failing, we shared that virtual sellers are doing a poor job in the areas that matter most to buyers.

A mere 16% to 34% of sellers do well in the four areas that have the highest influence on buyer purchase decisions.

At the same time, sellers report great challenges as they transition to virtual selling.

Our Virtual Selling Imperatives program not only helps your team successfully transition to virtual selling, but also covers exactly what they need to do to influence and impress buyers online.

"RAIN Group provided an exceptional and leading-edge virtual learning experience for our national sales channel. We were struggling with a geographically dispersed sales team that was time poor and had found that self-directed e-learning did not give us the same benefits as pre-set, collaborative learning sessions that the channel was used to in traditional classroom training. RAIN Group’s response to our challenge was exceptional; they conceived, designed and deployed a best-in-class Virtual Sales Academy using a mixture of virtual live delivery, interactive digital reinforcement, and eLearning, and it proved to be a great success. I would not hesitate to recommend RAIN Group as a partner to deliver sales capability uplift to a remote and dispersed sales team."

- James Hourigan, National Sales Director, Optus SMB

Take the first step to learn how our Virtual Selling training can help you transition to and win in a virtual environment.