Sales Training Manager

Andersen Corporation•Bethlehem, PA

About The Position

The Sales Training Manager supports the Sales Manager in leading the sales team and increasing branch bookings by improving individual and team effectiveness, as measured by close rate and revenue per appointment. The role provides coaching and training in sales-process skills, product and installation knowledge, and industry knowledge, while also supporting Sales Manager responsibilities. The position develops and delivers new-hire and ongoing sales training, conducts field ride-alongs, analyzes sales metrics to identify training needs, and supports follow-up appointments, lead allocation, recruiting, sales initiatives, and improvements to sales-support processes. It also collaborates with sales, product, installation, operations, and technical-measure teams to improve sales performance and execution.

Requirements

Four-year degree or an equivalent combination of education and experience.
Valid driver’s license and an acceptable motor vehicle record for accidents and moving violations.
Computer skills, including management of computer-based information.
Planning and goal-setting skills.
Strong communication skills.
Financial knowledge.
Decision-making skills.
Customer orientation.
Tolerance of ambiguity.
Results orientation.
Training and coaching skills.
Ability to provide performance feedback.
Ability to energize others.

Nice To Haves

Sales management experience is a plus.
Five or more years of in-home sales experience is preferred.

Responsibilities

Develop and implement new-hire training for sales representatives to help them become effective as quickly as possible.
Complete at least three ride-along visits per week, focusing on new and underperforming sales representatives; use observation and in-home demonstrations, debrief with representatives, document results, and provide performance feedback.
Analyze individual and team sales metrics to identify training focus areas for individuals, subsets of the team, and the full sales team.
Develop and deliver training to improve performance in areas including close rate, revenue per appointment, first-time close, use of FFA, quoting accuracy, installation knowledge, and financing.
Run follow-up appointments that are not assigned to representatives and maximize their sales potential.
Partner with other Sales Managers to determine daily lead allocation.
Participate in and support sourcing, recruiting, and selection of sales representatives.
Partner with sales representatives to resolve questions and issues after the tech-measure process.
Partner with the Retail Development Sales Manager to implement and deliver CORO-wide sales initiatives.
Work with product knowledge experts to develop and deliver product and installation knowledge training.
Partner with the Installation Manager, Internal Operations Manager, and Tech Measures to identify improvements to the sales-support process.
Provide training and support to improve back-office sales processes and paperwork.
Develop and implement sales contests focused on specified deliverables.
Develop and implement sales-training topics for weekly sales meetings.
Perform other duties as assigned by the supervisor.