Description

As a Field Sales Trainer, you will play a critical role in maximizing the performance of our sales representatives while supporting the overall success of the sales organization. Your primary responsibility is to develop, coach, and mentor sales representatives through field ride-alongs, Siro reviews, role-playing, and performance feedback to help them achieve individual and team goals. The Field Sales Trainer also serves as a key support partner to the Sales Manager by assisting with daily sales operations, appointment routing, scheduling support, job movement, and issue resolution. This role is expected to be a readily available resource for sales representatives who require assistance with customer concerns, contract questions, financing scenarios, installation-related challenges, or sales strategy.

Key Responsibilities

Sales Training & Development

Conduct weekly ride-alongs with sales representatives (minimum of 4–5 per week) to observe performance and provide coaching and feedback.
Complete ride-along scorecards and review them with sales representatives, highlighting strengths, opportunities, and action plans for improvement. Submit completed scorecards to the Sales Manager.
Review completed appointments in Siro through spot-checking recordings, scorecards, and performance data to evaluate progress, reinforce training initiatives, and ensure sales representatives are following company processes.
Engage in role-playing exercises to strengthen sales representatives' confidence, presentation skills, objection handling, and closing abilities.
Review sales scripting, rebuttals, product knowledge, and presentation standards to ensure consistency and effectiveness.
Assist sales representatives with contract knowledge, financing scenarios, deal strategy, and customer concerns to improve close rates and customer experience.
Collaborate with Sales Managers to identify individuals requiring additional coaching, development plans, or participation in training programs and boot camps.
Foster a positive and encouraging sales culture by demonstrating a winning mindset, recognizing achievements, and providing ongoing support.
Attend weekly sales meetings and training sessions to contribute to coaching, development, accountability, and team motivation.
Maintain active engagement on company communication platforms by providing encouragement, recognition, coaching, and support to the sales team.

Sales Team Support & Operational Assistance

Serve as an accessible resource for sales representatives by being available via phone and other communication channels to provide guidance, answer questions, and assist with customer-related situations throughout the workday.
Assist sales representatives in resolving issues involving contracts, financing, customer concerns, installation challenges, and project-related obstacles.
Support the Sales Manager with daily operational responsibilities, including but not limited to appointment routing, schedule management, lead distribution, and sales team coordination.
Assist with job movement activities by helping identify and resolve projects that are unable to move forward as sold, are pending required action items, or have become stalled in the installation process.
Work collaboratively with operations, production, customer service, and sales teams to help remove barriers preventing projects from progressing toward installation.
Help ensure timely follow-up and communication on held or delayed projects to improve customer satisfaction and operational efficiency.
Assist the Sales Manager with office and administrative responsibilities as needed to support overall market performance and organizational objectives.

Performance & Accountability

Maintain compliance with all company policies, procedures, contracting standards, financing guidelines, and required documentation.
Support company initiatives designed to improve sales performance, customer satisfaction, installation readiness, and overall market profitability.
Lead by example by consistently demonstrating professionalism, accountability, teamwork, and adherence to company values.

About Expo Home Improvement

Expo Home Improvement, a top-rated Texas-based home remodeling company, specializes in high-quality bathroom, kitchen, and window remodels for residential customers since 2006. We are recognized for exceptional craftsmanship, outstanding customer service, and a commitment to enhancing the lives of homeowners. Recognized as a Top Place to Work in the nation, our people-first approach fosters a supportive culture that drives excellence and growth. Beyond transforming homes, we are dedicated to building lasting relationships and making a positive impact in the communities we serve.

Requirements

Minimum of 3–5 years of in-home sales experience, preferably within the home improvement, remodeling, construction, or related industry.
Proven track record of consistently meeting or exceeding sales goals and performance expectations.
Prior experience coaching, mentoring, training, or developing sales professionals.
Strong knowledge of consultative sales techniques, objection handling, closing strategies, and customer relationship management.
Experience conducting ride-alongs, performance evaluations, role-playing exercises, and sales coaching sessions.
Strong understanding of sales contracts, financing programs, and customer-facing sales processes.
Ability to analyze sales performance metrics, identify development opportunities, and implement coaching plans to improve results.
Excellent verbal and written communication skills with the ability to provide constructive feedback and motivate others.
Achieve an average monthly Net Sales Leads Inquiry (NSLI) of $4,000 or more.
Engage in Siro usage, our AI-enabled software that records sales presentations.
Maintain full availability for booking requests (appointments at 10 a.m., 2 p.m., and 6 p.m.), with a minimum of 5 days a week.
Adhere to all company policies and procedures regarding contracting and required paperwork.
Maintain a Net Close Percentage (NCP) of 22.5% or higher

Working Conditions

Field-Based Environment: Majority of work is performed in the field running sales appointments or conducting ride-alongs with sales representatives at customer homes and appointments throughout the assigned market.
Frequent Travel: Requires extensive local travel between customer residences, company offices, and training locations. Must maintain a valid driver's license and be able to operate a motor vehicle safely.
Flexible Schedule: Regular evening and weekend work may be required to support sales representatives during customer appointments and to accommodate business needs.
Customer-Facing Role: Frequent interaction with customers in their homes, requiring professionalism, strong communication skills, and the ability to represent the company positively.
Office & Administrative Work: Periodic office-based work involving review of sales performance data, Siro recordings, ride-along scorecards, CRM systems, reports, training materials, and administrative tasks.
Fast-Paced Environment: Works in a dynamic, performance-driven environment with multiple priorities, deadlines, and frequent interaction with sales, operations, customer service, and production teams.
Coaching & Training Responsibilities: Requires regular observation, mentoring, coaching, and performance feedback for sales representatives through ride-alongs, role-playing, meetings, and one-on-one development sessions.
Technology Usage: Extensive use of computers, mobile devices, CRM systems, communication platforms, sales software, reporting tools, and virtual meeting applications.
Physical Requirements: Ability to sit, stand, walk, drive, and use a computer for extended periods. May occasionally lift and carry training materials, sales samples, or equipment up to 50 pounds.

Equal Opportunity Employer

Expo Home Improvement provides equal employment opportunities to all employees and applicants without regard to race, color, religion, gender, sexual orientation, national origin, age, disability status, or any other characteristic protected by law.

Americans with Disabilities Act (ADA)

Expo Home Improvement complies with the ADA and will provide reasonable accommodations to qualified individuals with disabilities and encourages both prospective and current employees to discuss potential accommodations.