What are the responsibilities and job description for the Sales Training Manager position at GTN Technical Staffing and Consulting?
About the Role Responsible for maintaining a fully staffed Sales and Business Development Representative (BDR) team, adhering to the principle of "Always Be Hiring." Develop a bench plan to address anticipated or unanticipated turnover, with networking as the highest priority for talent acquisition. Utilize various resources, such as job boards and LinkedIn, while being creative and proactive in hiring the right talent.
Responsibilities
- Implement a 60-day go/no-go decision process for new hires.
- Immediate hiring needs include a second BDR in Seattle.
- Establish 30, 45, and 60-day benchmarks to ensure successful certifications and manage turnover effectively.
- Achieve BDR hiring goals aligned with the updated 2025 business plan for future positions.
- Complete Sales Certification within 15 days of the start date and utilize sales-related training materials.
- Collaborate with BDRs to ensure adherence to our sales process and implement the "Wedge" 3x3 Training model using our scripts.
- Employ call coaching, role-playing, and shadowing during sales appointments to enhance sales effectiveness.
- Sales Reps must maintain a full Sales Funnel aiming for a 3x new account goal within 30, 60, and 90 days.
- At day 60, new BDRs should complete the Sales Certification Process, with evaluations at 30, 45, and 60 days.
- Incumbent BDRs must undergo a periodic Sales Recertification Process at least once a year, or mandatorily if they fall behind for more than two months.
- Update training materials regularly and communicate changes to management and BDRs.
- Develop training programs for BDR staff that cater to various tenure levels.
- Facilitate ongoing shadow days and pre/post-call planning sessions.
- Create a Large Target Account Program and conduct weekly sales training sessions, leveraging referral sources both internally and externally.
- Role-play and reinforce objection-handling scripts based on the (3x3) Wedge model.
- Use daily and weekly activity and results scorecards to track progress.
- Hold new representatives accountable for meeting specific training and certification goals with clear timelines.
- Require performance metrics to be reported within set timeframes.
- Provide Go/No-Go recommendations on BDR performance to the Director of Sales.
- Utilize scorecards to ensure BDRs meet their activity and results goals needed for qualifying for monthly bonuses.
- Coach BDRs to address any performance gaps using Gil Cargil Coaching techniques.
- Collaborate with the Director of Sales to assess whether performance issues stem from motivation or skill deficiencies.
Qualifications Education details: High School Diploma
Required Skills
- Coaching/Management Style
- Selling Responsibilities
- Travel Availability
- New Market Expansion
- Market Evaluations & Recommendations
- Recognition & Reward Program
Preferred Skills
- Retention Programs
- Assist customer service manager with converting reps from order taking to inside sales mindset
- Coach/Role Play with customer service reps to probe/find additional business
- Achieve Van Division Growth Objectives
- Overcommunicate/No Surprises
Salary : $80,000 - $105,000
