The firm took home top honors for Sales Training Program of the Year with client Toyota Fleet Management (TFM) and Research Report of the Year for its latest study, Virtual Selling Skills & Challenges.
“Our work with Toyota is a prime example of what can be achieved with the right training, tools, and reinforcement in place.”
Winning gold in the Sales Training Program of the Year category, Toyota Fleet Management experienced significant gains across the board after completing an engagement with RAIN Group. The program has had a major impact on their success and reputation with impressive results, including online finance quotes completed by dealers increased 1,091%, number of contracts written online improved 68%, actual amount financed increased 103%, and corporate referrals increased 40%.
“It’s an honor to be recognized by this awards program and have our training and client results highlighted. Our work with Toyota is a prime example of what can be achieved with the right training, tools, and reinforcement in place,” shared Mike Schultz, president of RAIN Group and director of the Center for Sales Research.
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Last May, the RAIN Group Center for Sales Research conducted a global study of 528 buyers and sellers to better understand experiences with virtual selling on both sides of the proverbial table. The Virtual Selling Skills & Challenges report reveals the results, including buyers’ perceptions of sellers and the areas where sellers need to increase their focus.
“2020 was a difficult year for sales organizations. Many were thrown into a new sales environment and had to learn how to adapt. Sellers struggled. Buyer’s expectations weren’t being met. That’s why we launched our study on virtual selling to help sellers and sales leaders understand the gaps and how to overcome them to succeed in the new normal,” shared Schultz. “The report has been downloaded by nearly 4,000 sellers and sales leaders and the complete results are shared in our Amazon Bestseller Virtual Selling: How to Build Relationships, Differentiate, and Win Sales Remotely.”
Additionally, RAIN Group received bronze for Sales Training Practice of the Year and Business Development Achievement of the Year with client HORNE for reaching double-digit growth in the size of its engagements and improving its Net Promoter Score YOY.
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