RAIN Group - Sales Training or Coaching Program of the Year
Company: RAIN Group, Framingham, MA
Company Description: RAIN Group is a global sales training and performance improvement company that unleashes sales potential by delivering transformational experiences. We've helped hundreds of thousands of salespeople, managers, and professionals in more than 73 countries significantly increase their sales with our sales training, consulting, and coaching services.
Nomination Category: Sales Awards Achievement Categories
Nomination Sub Category: Sales Training or Coaching Program of the Year - Business Services Industries
Nomination Title: RAIN Group’s Client Achieves 43% YOY Increase in New Business Wins Globally
Tell the story about your organization's sales training and/or coaching program since the beginning of July 2017 (up to 650 words). Focus on specific accomplishments, and relate these accomplishments to past performance or industry norms. Be sure to mention obstacles overcome, innovations or discoveries made, and outcomes: REDACTED FOR PUBLICATION
A global outplacement and HR consulting firm company was faced with a new challenge: they were being out-sold in some marketplaces. Results of win/loss reviews indicated that they weren’t always performing as strongly as their competitors. Company leadership attempted to pinpoint the issue. In order to win, their sellers needed to differentiate themselves, educate buyers, and collaborate with buyers during the sales process.
Subsequently, one of the company’s top business developers read a white paper—What Sales Winners Do Differently—published by RAIN Group, a global sales training and performance improvement company, and shared it with the leadership team.
The company reached out to RAIN Group and invited the firm’s president and WSJ best-selling author of Rainmaking Conversations to speak at their annual sales meeting.
Trailing the conference, the company rolled out a major change initiative for its sales teams around the globe using RAIN Group’s Insight Selling Sales Training. This advanced consultative selling program taught sellers and sales leaders how to create conversations with buyers based on new ideas and drive demand for their solutions.
RAIN Group also developed customized Insight Selling messaging tools focusing on specific stories and questions its sellers could use to educate buyers.
The company rolled out Insight Selling globally, conducting in-person workshops with sales leaders and sales teams, reinforcing the training with online lessons.
RAIN Group delivered workshops around the world in the U.S., Canada, Australia, Europe, and LATAM, reaching roughly 300 participants. The subsequent online training reached an additional 400 people.
In addition to the in-person workshops and Insight Selling Online Sales Training, the strategies learned by sales leaders and sellers were reinforced through RAIN MailSM, a mobile and email app that presents sales scenarios with difficult choices and immediate feedback. RAIN Mail supported the main concepts covered in the program and guided behavior change.
The Insight Selling program, including the customization, tools, action learning, and comprehensive learning system, played a crucial role in improving knowledge, sales skills, and results. The company achieved a 43% YOY increase in new business wins globally.
Leadership continued, “Insight Selling has transformed the way we sell and our results. We rolled the program out globally and it’s helped us not only meet, but also exceed our sales goals. Any time we introduce a new product, we make sure the training is based on the convincing story framework [from Insight Selling]. Having the online portal and reinforcement helped to ensure that skills were learned and applied. This program was very well received by our sales leaders and sellers around the world.”