// 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 Essentials Learning Objectives

The Virtual Selling Essentials program covers the fundamentals sellers need to master virtual selling. Your team will:

  • Understand the differences between face-to-face and virtual selling
  • Embrace the virtual tools and technologies that maximize buyer engagement
  • Become a person of interest to your buyers in the digital world
  • Lead exceptional virtual sales meetings and conversations
  • Learn to set up their virtual selling environment and technology like a pro
  • Overcome common virtual selling challenges and avoid mistakes
  • Understand the factors that most influence buyers in the virtual world
  • Master your virtual meeting platform with specific tips, tricks, and best practices

Our Approach to Virtual Selling

We take a blended approach to learning that results in real behavior change. Our programs include a mix of delivery options and components, including:

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.

Virtual instructor-led training

Virtual Instructor-Led Training

Accessible wherever your sellers are, this program is typically delivered via highly interactive and engaging VILT sessions.

Training reinforcement

Reinforcement

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

On-site Training

Onsite Workshops

Bring Virtual Selling on site with live workshops for sellers and sales managers. Training is customized for your industry, company, and solutions.

Mobile micro learning

Mobile Micro Learning

Bite-sized, mobile friendly, micro-learning snippets introduce and reinforce content.

Measurement

Measurement

We work with you to define and track the metrics most important to your organization.

Sales assessment

Assessment

Where do the skill gaps in your team lie? Who is most likely to succeed? Our assessment tools allow us to develop a curriculum that best suits your needs.

Train the Trainer

Train the Trainer

Keep your sales training capabilities in-house. We’ll certify your delivery staff so you can deliver training on an ongoing basis.

RAIN Group Total Access

Total Access

Embed a robust sales method with full access to RAIN Group's world-class content, training programs, and education system at the lowest total cost of ownership.

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 sellers are doing a poor job in the areas that matter most to buyers.

Only between 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 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.