Your challenge: 

This role will provide an exciting opportunity for someone to combine a passion for learning & development with excellent communication and relationship building skills. We are looking for a skilled B2B Sales Training Leader to work very closely with Sales Leaders, Sales Managers, Sales Executives, and Account Managers to ensure all members achieve top performance. S/he will have a strong background in managing the delivery of training, coaching and mentoring in a sales environment, with a track record of helping teams hit targets. S/he will be responsible for the development and delivery of sales training content, covering sales methodologies and selling skills (e.g. Account Planning, Pipeline Management, Pre-Call Planning, Value Messaging, Objection Handling, Communication Skills, Negotiation Skills, etc.) as well as new product and tools training. Reporting directly to the Vice President, Sales Enablement & Operations, this position will be based in Framingham, MA. 

Here are the things you will tackle:

• Manage the development and implementation of sales training programs including new hire training, ongoing sales skill training, new product rollout, and annual sales kick off
• Oversee the delivery of training across new hires, seasoned sellers, and sales managers and all roles in go-to-market
• Work closely with Sales Leadership to identify strengths and areas of development for the sales organization based on current skills, processes, and knowledge 
• Collaborate with internal and external resources to create, update, and deliver training programs to improve the overall productivity of the sales force 
• Leverage subject matter experts where applicable to assist with development of training/coaching content 
• Produce sales training in various formats (online self-paced, webinar-based, classroom, etc.)
• Regularly assess sales reps and management by observing performance/behaviors and collaborating with appropriate cross-functional area(s) to determine training needs 
• Define, measure and apply data-driven training metrics to achieve company objectives 
• Design a development program for frontline managers to ensure they have the skills, knowledge, processes, and tools required to lead their sales teams effectively
• Establish metrics and objectives for sales enablement using tools for reporting and benchmarking, and make results-driven, innovative recommendations for increasing sales productivity
• Accurately measure the effectiveness of ongoing implemented trainings and continue to evolve training initiatives based on analysis
• Recommend, provide, or administer systems and tools to support coaching, sales process and team effectiveness
• Offer coaching and mentorship to the team
• Establish and maintain a 90 day rolling enablement calendar

Key metrics of success

• Pipeline Generation
• Reduced Sales Cycle Time
• Reduce time to ramp of new hires
• Increase rep productivity
• Operating Rhythm performance & behavior trends (activity mgmt.)

What you’ll need:

• BA/BS in business, marketing, sales or related area 
• Minimum 10 years of work experience in training and enablement
• Minimum 4 years leading a team
• Strong knowledge of B2B go-to-market and sales processes

• Knowledge and proficiencies in B2B buyer processes
• B2B sales methodologies and sales skills
• Instructional design and content development for modern adult learning 
• Leadership development and consulting skills 
• Ability to work comfortably and effectively with multiple levels of management 
• Ability to travel up to 20% of the time
• Proven execution of KPI's in prior roles