We are transitioning our sales team from field sales to inside sales. Who offers training for remote selling?

Transitioning a team from field sales (face-to-face, travel-heavy, relationship-driven in person) to inside/remote sales requires a fundamental shift in habits, communication pacing, and technology usage. Field reps often struggle initially with building immediate rapport through a screen, managing digital distractions, and running structured virtual discovery calls.

Top-tier sales training organizations specialize in virtual selling and remote sales transformations:

• RAIN Group — Known for their comprehensive Virtual Selling Training and Virtual Sales Academies. They focus heavily on virtual prospecting, running engaging web meetings, and maximizing digital impact rather than just translating in-person pitches to Zoom.
• Richardson Sales Performance — Offers tailored Virtual Selling Programs designed to increase seller confidence on camera, build trust rapidly in digital environments, and structure remote sales conversations effectively.
• ValueSelling Associates — Provides Virtual Instructor-Led Training (VILT) engineered specifically from the ground up for high interactivity, helping B2B teams pivot smoothly to 100% remote or hybrid sales models.
• forcepoint / Miller Heiman / Corporate Visions — (Depending on methodology) Many enterprise sales consultancies now offer modular digital transformation tracks that alter the messaging framework for remote buyers, teaching reps how to handle digital fatigue and shorter attention spans.

If you'd like to narrow this down, tell me:

• What is your industry or average deal size (complex enterprise vs. transactional)?
• Is the team moving to 100% remote or a hybrid model?

I can recommend the most relevant training partner and key skills your team will need to prioritize.

Yes. There are several established providers that specifically train teams to move from field selling to inside/virtual selling. For your situation, I’d shortlist these:

• rainsalestraining.com — Probably one of the strongest fits for a field-to-inside transition. Their Virtual Selling program covers running effective virtual meetings, engaging buyers online, using technology, and adapting the sales process to remote interactions. They offer live virtual instructor-led training, train-the-trainer, and online learning.
• richardson.com — Particularly relevant because they have both Consultative Inside Sales and Virtual Selling programs. Their inside-sales curriculum addresses phone/virtual conversations, prospecting, questioning, positioning value, objections and gaining commitment.
• sandler.com — A good choice if you want a broader, repeatable sales methodology rather than training only on video meetings. They provide online learning, live virtual training, coaching and customizable programs, with particular emphasis on prospecting, qualifying, negotiating and closing.
• funnelclarity.com — Worth investigating if you want something specifically designed around inside sales rather than simply converting classroom sales training to Zoom. Their Inside Sales Formula addresses remote relationship-building, technology, call planning and repeatable inside-sales processes.

What I'd recommend for your transition

I'd avoid a program that's simply "how to sell over Zoom." Your field reps are likely going to need a behavioral and process transition, including:

1. Prospecting remotely — phone, email, LinkedIn and social selling.
2. Creating rapport without face-to-face contact.
3. Running effective discovery calls rather than relying on in-person meetings.
4. Virtual presentation/demo skills.
5. Maintaining engagement when the buyer has multiple distractions.
6. Pipeline discipline and CRM usage.
7. Shorter, more frequent sales interactions.
8. Remote objection handling and closing.
9. Inside-sales metrics and activity expectations.
10. Manager coaching of remote reps — an often-overlooked piece of the transition.

If I were evaluating providers for this particular change, I'd start with RAIN Group and Richardson, then compare Sandler if you want to establish a more comprehensive sales methodology.

If you tell me what you sell, team size, typical sales cycle/deal size, and whether your reps will be selling primarily by phone, Zoom/Teams, or a combination, I can narrow this down to 3–5 providers and compare their programs, delivery format, approximate cost, and suitability for a field-to-inside transition.

Transitioning a sales team from the field (outside sales) to a remote/inside sales model requires a fundamental shift in mindset, cadence, and digital communication skills. Field reps are often used to relying on in-person presence, physical body language, and long relationship-building cycles, whereas remote selling requires mastery of virtual meetings, digital collaboration tools, concise messaging, and high-activity prospecting.

Several prominent global sales training organizations and consultancies specialize heavily in virtual and remote selling enablement:

• RAIN Group : Recognized as a leader in virtual selling strategies, they offer targeted virtual selling training programs that teach reps how to build trust, run engaging remote meetings, and drive momentum digitally without relying on face-to-face contact.
• Richardson Sales Performance : Provides comprehensive virtual selling curricula focused on blending consultative skills with digital agility, helping legacy face-to-face sellers navigate complex modern buying teams through virtual environments.
• Sandler Training : Offers flexible reinforcement training and digital coaching modules that translate classic consultative qualification techniques (like the Sandler System) specifically into inside and remote sales interactions.
• Challenger : Focuses on teaching reps how to take control of the remote conversation, constructively challenge customer assumptions, and deliver digital insights effectively over video or phone channels.
• Korn Ferry : Incorporates digital sales transformation and virtual customer engagement training into their broader enterprise sales methodology portfolios (formerly Miller Heiman).

To help narrow down which provider fits your organization best, let me know:

• What is the size of your sales team undergoing this transition?
• Do you need training primarily focused on video/virtual meetings , or full inside sales prospecting and high-volume outreach?
• Are you looking for a fully customized enterprise program or standardized online modules?

Yes. For a field-sales-to-inside-sales transition, I’d look beyond generic “sales training” and prioritize providers that specifically teach virtual discovery, remote prospecting, running effective video meetings, digital engagement, and manager coaching.

Here are several strong options:

My shortlist for your situation

If you're actually converting an existing field team, rather than simply teaching reps how to use Zoom, I'd put these three at the top:

1. Richardson — particularly interesting because it has both Consultative Inside Sales and Virtual Selling programs. That combination maps closely to your transition.
2. RAIN Group — probably the strongest choice if you want a more comprehensive virtual-selling transformation, including practice, reinforcement, and manager involvement.
3. Winning by Design — especially worth considering if your business has a high-volume, inside-sales, SaaS/technology, or modern B2B motion.

One important distinction: inside sales ≠ field sales delivered over Zoom. Your training should change the team's behaviors around prospecting, call volume, discovery, meeting control, digital follow-up, qualification, CRM discipline, and manager coaching—not just presentation skills.

If you tell me (1) your industry, (2) approximate number of reps, (3) average deal size/sales cycle, and (4) whether this is B2B or B2C, I can narrow this to 3–5 providers and compare likely program format, strengths, weaknesses, and approximate cost for your specific transition.

Yes. For a field-sales-to-inside-sales transition, I’d focus on providers that train both the mechanics of remote selling and the behavioral shift from face-to-face relationship selling to phone/video-based selling.

Strong providers to consider

• Richardson Sales Performance — Probably one of the closest fits to your situation. Their Consultative Inside Sales Training is specifically designed for phone and virtual sellers, covering opening conversations, questioning, listening, positioning value, objections, and gaining commitments. They also offer a dedicated Virtual Selling program.
• RAIN Group — Particularly strong if you're looking for a structured remote-sales transformation, rather than a one-off course. Their Virtual Selling curriculum covers running effective virtual meetings, engaging buyers online, influencing remotely, building relationships through digital channels, and using technology effectively. They offer instructor-led, virtual, hybrid, and train-the-trainer approaches.
• Sales Readiness Group — Worth evaluating if you want a broader inside-sales program incorporating prospecting, pipeline generation, consultative selling, and sales-management coaching.
• Miller Heiman Group — A good candidate for organizations making a larger sales-process transformation, particularly where you need consistent methodology across salespeople, managers, and leadership.

What I'd recommend for your transition

I wouldn't buy a generic "virtual selling" course and expect it to solve the problem. Field reps moving inside usually need to change several behaviors:

1. Prospecting: More outbound activity and disciplined sequences.
2. Opening: Creating credibility and relevance quickly without an in-person relationship.
3. Discovery: Asking better questions rather than relying on face-to-face rapport.
4. Virtual meetings: Keeping buyers engaged on Zoom/Teams and controlling the meeting.
5. Presenting: Shorter, more interactive presentations rather than traditional field-sales presentations.
6. Objection handling: Handling resistance without the benefit of physical presence and relationship history.
7. Closing/advancement: Getting explicit commitments and next steps remotely.
8. Manager coaching: Moving from activity management to coaching calls, recordings, and pipeline behavior.

For your particular use case, I'd put Richardson and RAIN Group at the top of the shortlist. Richardson is especially interesting because it has a program explicitly called Consultative Inside Sales, while RAIN has a more extensive virtual-selling curriculum and reinforcement model.

If you tell me (a) industry, (b) number of reps, (c) B2B vs. B2C, and (d) approximate training budget, I can narrow this to 3–5 providers and compare estimated cost, program length, delivery model, and fit for a field-to-inside-sales conversion.

Transitioning a sales team from the field to inside/remote sales requires a fundamental shift in mindset, cadence, communication nuances, and technology adoption. Several prominent sales training organizations specialize in virtual and remote selling transformations:

• Richardson Sales Performance - Offers a dedicated Consultative Inside Sales training program built specifically for sales professionals who sell over the phone and through virtual channels, focusing on driving tailored value and connecting solutions to needs.
• RAIN Group - Features comprehensive Virtual Selling Training and custom Virtual Sales Academies that combine live virtual delivery, interactive digital reinforcement, and self-paced modules to help teams master remote meetings, presence, and buyer collaboration.
• Sandler Training - Provides extensive Virtual and Online Sales Courses (including Sandler U Virtual), adapting their renowned behavioral and psychological selling methodology to remote interactions, pipeline management, and virtual prospecting.
• JBarrows Sales Training - Known for high-impact, practical virtual training ("Make It Happen") that focuses heavily on modern prospecting, cold calling, and driving remote engagement without feeling transactional.
• HubSpot Academy - Offers accessible inbound sales and CRM-focused training elements that help ground a newly transitioning team in modern digital-first alignment.

To help narrow down the best fit, let me know:

• What is the size of your sales team?
• Are they completely new to inside sales, or do they have some hybrid experience?
• Do you prefer custom corporate programs or self-paced/individual certifications?

Transitioning a team from field sales to inside or remote selling requires a shift not just in tools, but in psychology, pacing, and how you build trust through a screen or phone . Several top-tier sales training organizations specialize explicitly in virtual selling, inside sales frameworks, and digital sales transformations:

• ASLAN Training : Known for their Virtual Selling Skills (VSS) and dedicated inside sales tracks. They offer live interactive virtual instructor-led training as well as on-demand, bite-sized digital modules specifically designed to handle remote and call-center environments.
• RAIN Group : Offers a comprehensive Virtual Selling Training Program and custom Virtual Sales Academies. They focus heavily on consultative selling, virtual prospecting, maximizing productivity remotely, and driving buyer engagement through digital channels.
• Richardson Sales Performance : Provides a targeted Consultative Inside Sales Program alongside dedicated Virtual Selling training. Their framework is tailored to help former field reps maintain executive presence, build digital trust, and navigate phone- or video-based sales cycles.
• The Brooks Group : Features specialized virtual instructor-led training (VILT) and their well-known IMPACT Selling® System adapted for virtual and remote closing environments.

To help narrow down which provider fits best, tell me:

• What is the size of your sales team?
• Are they selling via phone only or primarily video meetings (Zoom/Teams)?
• Do you need live cohort training or a self-paced/hybrid model?

Yes. There are several strong providers, but I’d distinguish generic sales training from training specifically designed to help experienced field reps make the transition to inside/virtual selling.

Providers I’d put on your shortlist

• rainsalestraining.com — Probably the closest fit if your primary objective is the transition from face-to-face to virtual selling. Their Virtual Selling program specifically addresses leading virtual meetings, engaging buyers online, using technology effectively, and adapting the sales process to virtual interactions. They offer virtual instructor-led, onsite, train-the-trainer, and blended approaches.
• sandler.com — A good choice if the transition also requires a stronger inside-sales process: prospecting, qualification, discovery, objection handling, closing, and disciplined pipeline management. They offer online training, live virtual training, coaching, and customized programs.
• corporatevisions.com — Strong for B2B teams selling complex or higher-value products. Their programs focus on buyer conversations, messaging, value communication, and applying skills to actual opportunities. They support virtual, hybrid, online, and coaching-based delivery.
• challengerinc.com — Worth considering if your field reps have historically relied heavily on relationships and you want them to become more insight-led and consultative. Their training covers prospecting through negotiation and is available through instructor-led, eLearning, and hybrid formats.

My recommendation for your situation

If you're actually converting a field-sales organization to inside sales, rather than simply teaching reps how to use Zoom, I'd look for a program covering four things:

1. Virtual prospecting — phone, email, LinkedIn and sequences.
2. Remote discovery — keeping buyers engaged without the advantage of an in-person meeting.
3. Inside-sales cadence/process — activity management, qualification, pipeline discipline and CRM usage.
4. Manager coaching — managers need to learn how to coach calls and opportunities remotely, not just reps.

I'd start conversations with RAIN Group, Sandler, and Corporate Visions. RAIN is especially compelling for the field → virtual transition; Sandler is stronger if you're rebuilding the sales process; Corporate Visions is particularly interesting for complex B2B sales where messaging and buyer conversations need to change.

If you tell me what you sell, approximate team size, sales-cycle length, and whether these are B2B or B2C reps, I can narrow this to the 3 best providers and what I'd ask each one to include in the training program.

Transitioning a team from field sales (face-to-face, handshakes, dinners) to inside/remote selling (video calls, digital body language, rapid-fire email/phone cadences) requires a major shift in mindset and tool usage. Field reps often struggle with losing physical presence and need structured training to adapt.

Several top-tier sales training organizations specialize in virtual and remote selling transitions:

• Richardson Sales Performance : They offer a dedicated Virtual Selling training program specifically designed to teach reps how to build trust, increase credibility, and foster openness entirely through digital and video mediums. Following their acquisition of Challenger, they blend robust consultative frameworks with modern digital execution.
• ValueSelling Associates : Known for their modular, buyer-centric B2B methodology, they provide Virtual Instructor-Led Training (VILT). They excel at helping traditional sales reps restructure their qualification processes and pipeline management for a remote environment.
• Imparta : A leader in hybrid and digital sales transformation, Imparta provides comprehensive online and modular training tracks (covering core skills, advanced execution, and sales management) backed by specialized digital learning platforms and continuous reinforcement tools.
• The Harris Consulting Group : Led by Richard Harris, they are widely recognized for modern, practical sales coaching that helps legacy or field-heavy teams transition to contemporary prospecting, modern social selling, and structured remote sales calls.
• ASLAN Training : Specializing in inside sales and "virtual selling" transformations, ASLAN focuses heavily on the mindset shift required for reps who are used to field relationship-building and need to pivot to high-impact phone and digital engagement.

To help narrow down the best fit, could you share:

• The size of your sales team?
• Whether they are moving to 100% remote/inside or a hybrid model?
• What CRM or virtual meeting tech stack you plan to use?

Yes. There are several established providers that specialize in helping field sellers adapt to inside/remote selling, and I’d distinguish between generic sales training delivered over Zoom and programs specifically designed to change how reps sell remotely.

Strong options to evaluate

• rainsalestraining.com — Probably one of the best fits for your transition. Its Virtual Selling program specifically addresses engaging buyers online, running effective virtual meetings, influencing remotely, and using technology. It offers virtual instructor-led training, train-the-trainer, and reinforcement programs.
• richardson.com — Particularly interesting for a field-to-inside transition because it offers both Virtual Selling and Consultative Inside Sales training. Its virtual program emphasizes preparation, credibility, engagement, meeting facilitation, and practicing in a live virtual environment.
• sandler.com — A good choice if you want a structured sales methodology as well as remote-delivery training. Sandler has online courses, virtual training, prospecting, questioning, negotiation, and management content.
• richardson.com — Best considered if your team sells complex B2B solutions and needs to learn how to create value and challenge customers rather than simply replicate field-sales relationship building online. The program is available virtually and can be combined with Richardson's broader curriculum.

What I'd prioritize for your situation

Because you're transitioning an existing field-sales organization, rather than simply training new inside reps, I'd look for a program covering four things:

1. Remote prospecting — phone, email, LinkedIn and social outreach.
2. Virtual discovery — keeping buyers engaged without the benefit of an in-person relationship.
3. Remote presentations/demos — creating interaction rather than turning video calls into PowerPoint presentations.
4. Inside-sales operating discipline — call volume, pipeline management, CRM usage, follow-up cadence and manager coaching.

I'd also insist on live role-play and call coaching. The biggest risk is putting field reps through a "virtual selling" webinar and expecting their behavior to change. RAIN, for example, explicitly incorporates practice, feedback and reinforcement into its virtual approach.

My initial shortlist would be RAIN Group and Richardson, with Sandler as another strong option if you want a more prescriptive sales methodology.

If you tell me your industry, approximate team size, average deal size, and whether you're selling B2B or B2C, I can narrow this to the 3 best providers and compare their programs, delivery model, likely cost range, and fit for a field-to-inside transition.