Director, Sales Training

Smith Douglas Homes•Woodstock, GA

About The Position

Smith Douglas Homes is seeking a strategic and results-driven Director of Sales Training to lead the development and execution of a national sales training and performance strategy. This role is responsible for elevating the capabilities of New Home Sales Specialists and Sales Leadership across all divisions by implementing scalable training programs, coaching frameworks, and performance improvement initiatives. The Director will partner closely with Division Sales Leadership, Marketing, and Support teams to drive consistency in the sales process, improve conversion and productivity, and build a strong pipeline of future sales leaders in a high-volume production homebuilding environment.

Requirements

Bachelor’s degree in Business, Marketing, Communications, or related field preferred.
10+ years of experience in new home sales, sales leadership, or sales training.
Proven success as a top-performing sales professional or sales leader in a production homebuilding environment.
Experience managing or supporting multiple communities and/or divisions.
Strong expertise in sales training, coaching, and curriculum development.
Experience with CRM platforms and sales analytics tools (HubSpot preferred).

Responsibilities

Develop and lead a comprehensive national sales training curriculum aligned with company sales processes and customer experience standards.
Oversee onboarding programs for New Home Sales Specialists, Sales Assistants, and emerging sales talent.
Design and deliver instructor-led, virtual, and field-based training programs, including workshops, role-play sessions, and simulations.
Create and maintain sales playbooks, training materials, and standardized processes to ensure consistent execution across all communities.
Analyze sales performance metrics, including lead conversion, appointment-to-contract ratios, and sales per community.
Leverage CRM tools (e.g., HubSpot) and reporting dashboards to identify trends and performance gaps.
Implement targeted training and coaching solutions to improve conversion, efficiency, and overall sales productivity.
Shorten new hire ramp time and improve consistency in sales execution across divisions.
Coach and develop Sales Leadership on effective coaching methodologies.
Build and implement leadership development programs to identify and grow high-potential sales talent.
Establish a pipeline for future sales leaders through structured development plans and mentorship.
Reinforce a culture of accountability, continuous improvement, and performance excellence.
Conduct in-community coaching, model home observations, and sales audits (including mystery shops).
Provide direct feedback to sales teams on customer engagement, needs discovery, and closing techniques.
Ensure consistent execution of the Smith Douglas Homes sales process from initial contact through contract.
Train teams on product knowledge, pricing strategy, construction timelines, and the overall buyer journey.
Partner with Marketing, Mortgage, and Online Sales teams to ensure alignment in messaging, campaigns, and customer experience.
Collaborate with division leadership to support new initiatives, product launches, and process improvements.
Ensure consistent communication and execution across all markets.
Track training effectiveness using KPIs such as: Appointment-to-contract conversion Sales per community New hire ramp time Customer experience (e.g., GuildQuality scores)
Continuously refine training programs based on performance data, market conditions, and company initiatives.