RAIN Group - Sales Training or Coaching Program of the Year

Company: RAIN Group, Boston, 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 75 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 - All Other Industries

Nomination Title: Toyota Fleet Management increases referrals, quotes, contracts, and amount financed following sales training

With over 25 years of financial services expertise,Toyota Fleet Management(TFM) has, until recently, been the only fleet leasing business in the Toyota world and the second largest in the Australian market. The company is responsible for supporting the Distributor (TMCA), Toyota Dealer Network, and Toyota customers.

In addition, TMCA runs a Fleet Specialist Dealer program (FSD), the mission of which is to recognize and deliver specialist training to those dealerships committed to Fleet Sales. TFM saw a great opportunity to better support the dealers by offering more support and adding more value to the FSD program.

TFM partnered with RAIN Group, a global sales training company, to design a program that supported this capability to the dealer network. RAIN Group:

-Delivered a customizedInsight Sellingworkshop that was rolled out to FSDs nationwide
-Delivered a hybrid workshop ofRAIN SellingandRAIN Sales Prospecting, and created a suite of custom prospecting tools
-Delivered a customized9 Habits of Extreme Productivityworkshop, followed by a deeper dive into RAIN Sales Prospecting
-Reinforced in-person training withonline sales training,RAIN Mail, andRAIN Sales Coaching.

Outline the nominated achievement since July 1 2019 that you wish to bring to the judges' attention (up to 250 words):

The program has had a major impact on TFM’s success and reputation. Results include:
-Following the training, online finance quotes completed by dealers increased 1,091%
-Number of contracts written online improved 68%
-Actual amount financed increased 103%
-Corporate referrals increased 40%

“We had a significant increase in activity. Our team acquired all of the knowledge and tools needed to get out there and prospect. The dealerships were talking to small businesses and had a value offering to sell a solution, not just a car. They also learned how to increase their productivity by focusing on the right activities,” said Gavin Jackson, Head of Fleet Sales at TFM.“Dealers used the tools to sell the benefits of a managed finance offering to local small business to great effect, and an increase in market share was achieved as well as many other performance outcomes."

Explain why the achievement you have highlighted is unique or significant. If possible compare the achievement to the performance of other players in your industry and/or to the nominee's past performance (up to 250 words):

This achievement is substantial becausethere was a time when TFM really struggled in all its stakeholder partnerships. But they rebuilt their team with some of the most experienced operators in the industry and established solid rules of engagement with all stakeholder partnerships. They were encouraged to do more to support these partnerships, particularly the Toyota Dealer Network, and they delivered and drove terrific outcomes thanks to this sales training program.

“RAIN Group was passionate about helping us and knew exactly what the opportunity was. They made it very easyfor the dealers to be successful. There was a lot we had to do to increase the capability of our own team and then gain respect in the Toyota world. RAIN Group has been a big part of that,” shared Gavin. “We’ve gone from being just a financer to a trusted fleet partner to our stakeholders. We continue to work closely with TMCA to add value to their FSD program and we are continuously working with the dealers to deliver capability to support the sale of vehicles.”