Lead the design, development and delivery of on-going, comprehensive sales-related learning initiatives to increase new business and customer retention rates, improve sales execution, and drive revenue across the Workers Compensation Line of Business.
ESSENTIAL DUTIES AND RESPONSIBILITIES Conducts needs assessments to determine opportunities to improve sales results training programs, content development, and coaching.
Consults with team members at all levels of the organization to identify skill and knowledge gaps and determines learning needs and recommends solutions.
Establishes training goals and recommends the appropriate solutions to achieve those goals. Partners with leaders to identify priorities and available resources and creates master schedule for deployment.
Recommends appropriate training development and delivery resources internal staff or external programs and manages to budget.
Designs and develops training programs using instructional design principles and sales enablement best practices.
Based on training goals, audience, and available resources, determines the best delivery method to achieve learning results. Identifies measurement(s) for training success.
Creates content, instructor and participant guides, activities and assessments based on the delivery method and training goals. Ensures the training content is interactive, engaging to audience and meets corporate standards.
Recommends sales champions/instructors to support sales-related learning initiatives and develops associated content.
Delivers and coordinates sales training program.
Coordinates registration, prepares participant material and manages resources and logistics and prepares content for distribution via the LMS.
Schedules rooms for in-person delivery, coordinates phone and web meeting resources for webinars or prepares materials for distribution via the LMS for self-managed courses.
Delivers innovative live and virtual sales training programs, ensuring participant engagement and satisfaction.
Delivers Train-the-Trainer sessions for sales champions instructors to ensure effective ongoing delivery of training programs
Manages training communications and content for WCU audience
Ensures widespread knowledge of training opportunities and connects team members to relevant content for sales enablement.
Communicates with participants and, where applicable, managers, regarding pre-work, training content and reinforcement activities.
Provides flexible, accessible ways to present content and maintain all content related to sales-related learning initiatives using the LMS and other learning and references repositories.
Conducts training program evaluation
Measures training in accordance with evaluation methodology to determine sales effectiveness improvements and skill development traction and reports results to leadership.
Seeks ways to evolve and refine sales training programs based on evaluation results and ensures changes are implemented.
Provides sales champion/instructor coaching and feedback to improve ongoing delivery of sales training.
EDUCATION and/or EXPERIENCE
Bachelor's degree (B.A.) and three plus years of actual training experience or equivalent combination of education and experience that demonstrates the ability to perform the duties of the position. Educational background can include organizational development, business management, education, or training. Experience can include developing training programs, teaching adult learners, managing projects, coordinating logistics, writing training materials, and use of Microsoft products and learning management systems or databases. Insurance experience, specifically Workers Compensation is desirable.
CERTIFICATES, LICENSES, REGISTRATIONS
Certificate in Human Resources or ASTD or other similar training certifications