Position SummaryThe Manager of Sales Training & Enablement is an individual contributor role and is field-based performance partner responsible for developing salespeople, with a significant focus from onboarding through their first 90 days; and beyond. Additionally, this position will assist in training and developing the sales organization. This role owns division relationships, new hire development, post sales training performance support; and actively contributes to the design and delivery of national training programs. This is not a classroom or administrative role; rather it is high-accountability, highly visible field and development position. Field travel is required to divisions a minimum of 50% of working days each month. This is a highly structured position with responsibilities that contain standardized processes and procedures that require excellent organizational and documentation skills.
Responsibilities- Trainers are assigned a specific regional portfolio of divisions. Ownership of those divisions is the primary organizational responsibility of this role. Trainers are not external training vendors to their divisions - they are embedded performance partners.
- Trainers are responsible for new hire training in their assigned region from orientation through 90 days post-graduation.
- Attend orientation call and identify all new hires assigned to your region before the call ends.
- Conduct an individual introduction one-on-one with each new hire after orientation.
- Conduct weekly one-on-one check-ins with each new hire throughout the training program.
- Establish and maintain communication with each new hire's direct leader and assigned mentor throughout the training period.
- Conduct post sales training touchpoints (i.e., at 30, 60, 90 days) for every new hire in region and log discussion content in the post-training tracker.
- Maintain a Teams communication channel for each cohort to champion wins, provide encouragement, and sustain the training culture post-graduation.
- Facilitate webinars, virtual sessions, and live training events as scheduled.
- Maintain mastery of all training content they are responsible for delivering as well as the content in totality.
- Conduct at least three call listening sessions per division per month.
- Document observations from every call listening session using the call evaluation form. File in Egnyte.
- Communicate findings back to the relevant division leader and salesperson within five business days of the listening session.
- Call listening blocks must appear on Outlook calendar with a linked to folder showing the completed evaluation and communication.
- All video uploads submitted by new hires in AWU must be reviewed by the assigned trainer.
- Video review blocks must appear on Outlook calendar with linked folder of documentation.
- Own at least one module or skill track in the national training program and is responsible for its accuracy, relevance, and ongoing updates.
- Submit at least two to three real-world field scenarios from your divisions for use in training content.
- Trainers must be proficient in pulling and reading division performance reports in Salesforce including new hire ramp data, pipeline activity, AI activity, goalpost dashboard, quota attainment, and activity benchmarks.
- Salesforce data must be reviewed for each division before every division leadership conversation and every post-graduate 60-day check-in.
- Other responsibilities as assigned.
Qualifications- Bachelor's degree or equivalent experience with emphasis in sales management or training and development.
- At least 3 years of experience in sales training or sales mentoring are required.
- Travel requires a minimum of 50% of working days each month. Schedule is remote when not traveling.
- New Home Sales, New Home Sales Management and/or New Home training experience is preferred but not required.
- Experience with Salesforce is preferred.
- Certified Professional in Talent Development (CPTD) certification is preferred but not required.
- Technical experience is preferred (CRM, LMS, Performance management) but not required.
- Excellent facilitation skills, oral and written communication skills.
- Proven organizational skills in a high-paced work environment.
- Experience with learning technologies, iPads and Microsoft Office is required.
- Ability to manage projects and influence key constituents.
- Highly motivated and driven with the ability to adapt to new processes and learn new skills.
- Ability to prioritize and multi-task while maintaining quality.
Physical Requirements and Working ConditionsThe physical demands described below are representative of those that must be met by an employee to successfully perform the essential functions of this position.
- Ability to work on active residential construction sites, including walking on uneven surfaces and navigating typical job site conditions.
- Ability to frequently walk and stand for extended periods and move throughout multi-level structures, including ascending and descending stairs and ladders as required.
- Ability to occasionally lift, carry, push, or pull materials weighing 50 pounds or more, with or without reasonable accommodation.
- Ability to work in a fast-paced, production-driven environment with changing priorities and deadlines.
- Ability to operate a motor vehicle, maintain a valid and active driver's license, and travel between job sites, offices, and assigned communities as required.
- This role is performed primarily in the field with regular exposure to outdoor conditions, construction noise, dust, and varying weather conditions, with occasional office-based responsibilities.
