Naylor Association Solutions

Sales Trainer

US-FL-Gainesville
Type
Regular Full-Time

Overview

This position is responsible for training, coaching and developing sales representatives.  The training responsibilities encompass content management, development, maintenance, design and delivery of sales training programs (orientation and ongoing training); including management of new sales reps during this initial training.  The coaching responsibilities encompass individual one-on-one coaching for skills development during the initial training period and supporting post-training coaching as needed. The position works closely with Sales Management (Senior Sales Managers, Group Publishers, Project Managers) to support the on-going development of sales representatives and is a key member of the Rep Development Team.  

Responsibilities

Training Duties

  1. Delivers Sales Orientation and Ramp-Up Training for new sales hires. This includes planning, preparations and making arrangements necessary for an effective delivery of the Sales Orientation and Ramp-Up Programs. Make all necessary arrangements for training classes and transition to the sales floor.  Plan for each class, including: preparation of training facilities, resources, space allocation, equipment, territory assignments and all materials, information updates and activity/event planning.  Arrange for sales management, book leaders and other key department members to meet with new sales classes.  Collaborate with sales management to ensure adequate territory is allocated.
  2. Serves as a manager to each new Sales class, providing coaching and counseling of skills taught in class, helping new sales reps to become effective in developing effective strategies to accomplish their goals, job expectations and territory management. Consults with Sales Management on individual and group performance and collaborates to ensure an effective transition from training to the sales floor.
  3. Content management of sales orientation and on-going sales training - Works collaboratively with Employee Development & Training/HR and Sales Management to change, update or revise training materials and process. Performs actual “hands-on work” in developing, designing, or updating materials, outlines, etc. Ensuring any content changes are done through proper channels for collaboration, review and approval by VP of Sales, Sales Management and Training Manager.
  4. Ensure each training program is evaluated at the first and second levels (course evaluation and knowledge of what was taught). Assist with collecting information for the third level of evaluation (transfer of skills to the job).
  5. Work with HR Management and Sales Management to provide feedback on the Harrison InnerView results with each new Sales Rep.
  6. Make retention recommendations to VP of Sales, Sales Management, and HR for new sales reps based on sales call monitoring, call volume, sales goals, attendance and other key criteria.
  7. Deliver training to other branches as needed, which requires travel for up to two weeks at a time to other corporate locations.

Coaching Duties     

 

  1. Provide individual one-on-one coaching to sales representatives to help them improve their effectiveness and performance.
  2. Deliver various on-going training classes, programs, “lunch & learns” on various sales related topics.
  3. Provide coaching and information for sales reps regarding the use of MIS, CRM, Advertising Portal, Outlook and other tools to improve their effectiveness.
  4. Coach sales reps on the technical procedures for selling NaylorNet products. Work with Group Publishers & Project Managers to train and coach sales reps on specific procedures for making and processing on-line sales.
  5. Provide assistance and support, as necessary, to the New Hire Team (VP, Training Manager, Senior Sales Manager and Recruiter) by helping to observe the performance of new hires on the sales floor. Communicate feedback to the team on computer skill training and coaching needs, and recommends options for meeting needs.
  6. Work with the Sales Management to administer mentor programs for new sales reps, as needed.

General Duties

  1. Serves as a key member of the Rep Development Team to develop, design and deliver training and employee development programs and initiatives.
  2. Meets with Sales Management and Employee Development & Training/HR and works individually to identify opportunities for increasing retention and job satisfaction of new sales reps.
  3. Provide assistance with the development of instructional aids and identifying/assessing needs within the Sales Department for training and development. This also includes reinforcing the concepts and skills taught during the Sales Orientation and Ongoing Orientation programs with sales reps as they work on the floor.
  4. Assist the Sales, IT and Employee Development Departments with roll outs of new procedures as needed with MIS, CRM, and various new products. This includes training, one-on-one instruction and evaluations of how these procedures are being used.
  5. Enforce company policies, core values and standards to include dress code, attendance and appropriate professional conduct. Provide information to sales management regarding any issues with sales reps as they transition.
  6. Document and track information on other training programs as needed.
  7. Document class and individual sales rep performance and consult with sales management on the development needs of each sales rep. Documents and escalates performance issues to Sales Management and Employee Development & Training Manager as necessary.

 

Qualifications

Education & Experience

  • An associate’s degree in Business Administration, HR Development, Education or related field and at least two years relevant experience with at least one year in a trainer-type capacity.
  • Bachelor’s degree and prior training/teaching experience in a sales environment preferred.
  • Previous experience as a sales representative with Naylor preferred.  (Experience should be at a level that consistently meets or exceeds sales goals.  Should be in good standing with company in terms of attendance, work quality and other performance measures.  Overall performance must at least be at the “meets performance standards” level.)
  • The position requires an overall level of professional experience of at least 4-5 years including, in combination, previous supervisory or management experience, previous successful experience as a sales representative at Naylor or elsewhere, or other professional level work experience.

 

Interpersonal Skills

  • Proven ability to work independently while still maintaining strong ties throughout organization.
  • Demonstrated effective human relations and employee relations skills, including patience, ability to establish rapport and trust; the ability to capture and energize a class of new students and hold their interest.
  • Demonstrated ability to interact comfortably with all levels within the organization from new sales reps to senior management

Communication Skills

  • Demonstrated proficiency in “stand-up presentation skills”; effective articulation/verbal presentation skills and verbal communications ability.
  • Strong demonstrated written communication skills.

 

Technical Skills

  • Proficiency in using Microsoft Office products and demonstrated ability to master and acquire knowledge and skill of Naylor’s MIS and CRM systems required.

 

Other Job-Related Skills

  • Previous experience in instructional design is beneficial but not required.
  • Demonstrated training and facilitation skills, including the proven ability to work with adult learners. Familiarity with the principles and fundamentals of adult learning theory.
  • Demonstrated successful problem-solving skills required
  • Excellent proven and demonstrated customer service skills required.
  • The capability to demonstrate and “live” Naylor’s Core Values and to lead by example in providing excellent customer service.
  • Ability to operate with the highest level of confidentiality and discretion.

Salary:  $55-60K annually

 

Naylor, LLC is an equal opportunity employer and is committed to hiring a diverse workforce

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