Role Summary
The Sales Training Specialist operates cross-functionally with Sales Leadership, Strategic Account Teams, Field Sales, Marketing, Product Teams, Customer Care, IT, and outside vendors. This individual is responsible for the development of highly effective selling stories, sales tools, training content, and use of technology, as well as the delivery of training, to improve efficiency and success of the field sales team. This position will also have ownership of development and execution of a comprehensive sales learning program that begins early sales skill development extending to coaching to mastery.
Essential Duties and Responsibilities include the following, but other duties may be assigned.
Sales Training Programs
Coordinate and lead a comprehensive onboarding program for new sales team members.
Coordinate and lead strategic ongoing training programs for existing and tenured sales team members.
Lead training needs assessment for the assigned channel or segment and partner with both Strategic Accounts and Field Sales leaders on sales trainings across a myriad of topics to improve sales success. Areas of focus could include areas such as, but not limited to, product, systems, coaching, sales process, competitive landscape, etc.
- Develop learning objectives for programs that result in desired performance improvements, identify learning styles and needs of training participants and implement into the instructional design of training programs, both internally and externally.
- Formulates teaching outlines/facilitator guides as needed and determines instructional methods such as individual training, group instruction, lectures, demonstrations, conferences, tours, meetings and/or workshops designed to improve the delivery and retention of course materials provided during training.
Apply continuous improvement principles to both virtual and in-person training opportunities to meet the evolving needs of field sales.
Sales Tools/Technologies
Develop and manage tools, content, and resources that enable the sales teams to be more efficient and effective. Leveraging subject matter expert knowledge, develop sales training content focused on driving effective, differentiated sales conversations. Tools that are EASY to find and EASY to apply.
Select and implement technology to support the field sales force, create efficiency, and increase time spent selling and support effectiveness.
Assist in managing Pella’s sales enablement platform to ensure that all information is easily and readily accessible at point of need.
Sales Training Performance Measurements
Selects and/or develops testing and evaluation procedures to assess retention of training material used. Working with key Pella Corporation managers to document desired skills and behavior changes prior to training and collect performance observation data from personnel. These performance results will be used to improve training program effectiveness. Relevant measures should be quantifiable as well as qualitative.
Drive a consistent approach to obtaining and consolidating field sales feedback to regularly identify areas of improvement in training and sales messaging, while working cross-functionally to develop a plan to rapidly close any gaps.
Analyze sales performance including areas that improve sales productivity, creating and driving programs specifically designed to increase sales productivity, along with determining the usage rate and success of the tools being provided.
Role-Specific Responsibilities
B2C Replacement
Responsibilities include approximately 30 percent of the time designing curriculum and 70 percent delivering face-to-face and web-based training/facilitating. Areas of training may include, but are not limited to product, sales, and systems training for new/experienced PDSN Sales Reps and Sales Managers, field sales training for all sales personnel, and the creation and execution of web-based training on Allego. Requires approximately 25 percent travel.
B2B Trade
Responsibilities include approximately 30 percent of the time designing curriculum and 70 percent delivering face-to-face and web-based training/facilitating. Areas of training may include, but are not limited to product, sales, and systems training for new/experienced PDSN Sales Reps and Sales Managers, field sales training for all sales personnel, and the creation and execution of web-based training via MyPella.com. Requires approximately 25 percent travel.
Commercial
Responsibilities include approximately 30 percent of the time designing curriculum and 70 percent delivering face-to-face and web-based training/facilitating. Areas of training may include, but are not limited to product, sales, and systems training for new/experienced PDSN Sales Reps and Sales Managers, field sales training for all sales personnel, and the creation and execution of web-based training via MyPella.com. Requires approximately 25 percent travel.
National Accounts
Responsibilities include approximately 70 percent of the time designing curriculum and 30 percent delivering face-to-face and web-based training/facilitating. Areas of training may include, but are not limited to product, sales, and systems training for National Account sales reps and channel partners (Lowe’s and Pro-dealer accounts). Requires approximately 25 percent travel.
Field Install Training
Responsibilities include approximately 30 percent of the time designing curriculum and 70 percent of the time delivering face-to-face training/facilitation. Areas of training may include, but are not limited to installation, product, sales, systems, and service training for PDSN and channel partners (Lowe’s and Pro-dealer accounts). Requires approximately 60 percent traveling.
Areas of Knowledge, Skill, and Ability:
Knowledge of sales enablement technologies, processes, and best practices.
Extensive knowledge of sales training best practices (analysis, instructional design, delivery implementation, and evaluation).
Extensive knowledge of modern sales methodologies, sales process, and buyer’s journey alignment.
Knowledge of sales management best practices, including pipeline management and developmental sales coaching.
Expert ability to manage projects from concept to completion.
Expert ability to plan and facilitate meetings.
Strong strategic, conceptual, and analytical thinking, and decision-making skills.
High adaptability and flexibility, including the ability to manage deadline pressure, ambiguity, and change.
Strong negotiating skills.
Highly developed training, presentation, and written communication skills.
Expert ability to consult or provide guidance on complex matters to non-specialists; ability to communicate effectively with senior management.
Expert ability to collaborate and generate a spirit of cooperation while coordinating diverse activities and groups within a team environment.
