Senior Sales Trainer

As a Senior Sales Trainer at PAR Technology Corporation, your primary responsibilities include developing and delivering impactful training programs focused on consultative selling, coaching sales professionals on advanced sales strategies, and identifying KPIs to measure training success. You will collaborate with various departments to ensure that the sales team has the necessary tools and skills to deepen customer relationships and drive sales.

To qualify for the Senior Sales Trainer role at PAR Technology Corporation, candidates should have at least 5 years of experience in Sales Training or Sales Enablement, a strong background in creating and delivering sales training programs, and familiarity with sales methodologies like MEDDICC and SPIN. Experience with SaaS or enterprise technology environments is also preferred.

PAR Technology Corporation measures the effectiveness of training through established KPIs related to sales performance and training outcomes. The Senior Sales Trainer will be responsible for defining, tracking, and analyzing these metrics to ensure that the training delivered aligns with business objectives and has a tangible impact on sales results.

The Senior Sales Trainer at PAR Technology Corporation will provide personalized 1:1 coaching to Account Executives and Sales Managers. This coaching will focus on refining their sales approach, helping them overcome objections, and developing strategies throughout the sales funnel to improve performance and win rates.

The Senior Sales Trainer role at PAR Technology Corporation is a hybrid position based in Minneapolis, allowing for a flexible work environment. This role fosters collaboration with various teams, offering an engaging atmosphere where innovative ideas and continuous learning are encouraged to ensure that both the sales team and the broader organization succeed.

When designing a sales training program, consider the specific skills and knowledge gaps of the team. Start by conducting a needs assessment, then outline the training objectives, preferred methodologies (like role-plays or simulations), and key performance indicators to measure success. Tailor the content to the products and services you’re selling while fostering an engaging learning environment.

I am familiar with methodologies like MEDDICC, Challenger, and SPIN selling. I would apply them in training by incorporating hands-on exercises and real-world scenarios that help sales professionals practice these techniques. Providing case studies and role-plays allows trainees to understand how to apply these methodologies effectively in their sales conversations.

In my previous role, I conducted regular 1:1 coaching sessions with sales representatives to identify their unique challenges and areas for improvement. I focused on providing personalized feedback, setting individual goals, and guiding them through role-playing exercises to practice their skills. This approach significantly improved their confidence and performance in sales.

I measure the effectiveness of a training program by establishing clear KPIs aligned with training objectives, such as increased sales performance, improved conversion rates, and feedback from participants. I also use post-training assessments to evaluate knowledge retention and conduct follow-up sessions to gauge the long-term impact of the training.

I typically use CRM tools like Salesforce for tracking sales activities and enablement software like Gong for analyzing sales calls. Additionally, I leverage platforms like Seismic and Outreach to manage training materials and communication. These tools help streamline the training process and provide insights for continuous improvement.

For onboarding new sales team members, I would develop a structured training program that covers company culture, product knowledge, and effective sales techniques. This would include shadowing experienced team members, interactive workshops, and assessment checkpoints to ensure new hires are set up for success right from the start.

In one challenging coaching experience, a salesperson struggled with closing deals. I arranged multiple coaching sessions focusing on objection handling and role-playing. Together, we analyzed past sales calls to identify areas for improvement, and I provided them with specific techniques that helped increase their closing rates. Ultimately, their performance improved, reaffirming the importance of persistence and tailored coaching.

To keep training programs relevant, I would regularly solicit feedback from sales teams, stay updated on industry trends, and analyze sales performance data. Additionally, I would iterate on training materials based on observed challenges to ensure they align with current business needs and sales strategies.

To foster a culture of continuous learning, I would encourage open communication about challenges and successes among team members. Implementing regular training sessions, workshops, and knowledge-sharing meetings helps create an environment where everyone feels empowered to contribute. Additionally, recognizing achievements and progress makes learning feel rewarding and motivates the team to strive for excellence.

The key factor for success as a Senior Sales Trainer is a genuine passion for helping others grow and the ability to tailor training to meet each individual’s needs. It's essential to understand the nuances of different sales styles, possess strong communication skills, and build trust to be effective in coaching and training the sales team.