Sales Excellence Trainer
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Job Description
Sales Excellence Trainer responsible for training and coaching in-home comfort advisors and technicians at Columbia Home Services. Involving regular field visits and travel to multiple branches.
Responsibilities:
- Conduct regular branch visits including ride-alongs with technicians, live call listening with CSR teams, and shadowing sessions with comfort advisors
- Provide real-time, in-the-moment coaching — observe, score, coach, and re-score on a defined cadence
- Certify branch and employee readiness before deploying new playbooks or scripts
- Partner with branch General Managers to reinforce training standards between visits
- Build and maintain a trade-specific training library (HVAC, plumbing, electrical) with purpose-built content by role
- Write CSR call scripts, objection handling frameworks, good/better/best option presentation guides, and membership pitch scripts
- Record role-play demonstrations for LMS use, including strong, average, and weak examples
- Audit existing playbooks — keep what works, rewrite what doesn't, and build a content roadmap to close gaps
- Produce ride-along scorecards, field reference guides, and coaching checklists for branch managers to use independently
- Train In-Home Comfort Advisors on sales process, proposal delivery, and follow-up cadence
- Train Technicians on in-home presentation skills, options-based selling, and trust-building
- Train CSRs / Booking Agents on call conversion, scripting, and appointment accuracy
Requirements:
- 3–7 years of sales training experience in home services, field service, or a related trade industry — direct exposure to technician, CSR, or in-home sales environments required
- Demonstrated ability to create training content from scratch: scripts, playbooks, objection handling guides, and role-play scenarios
- Skilled facilitator and live coach with the ability to run group sessions and one-on-one coaching in the field
- Experience with field service management platforms; ServiceTitan strongly preferred
- Comfortable using performance data to prioritize and target coaching efforts
- Ability and willingness to travel 80% of the time across multiple U.S. states — this is a firm requirement
- Prior experience in a PE-backed or multi-location home services environment
- Familiarity with membership / maintenance agreement sales programs
- Experience building or managing content within an LMS platform
Benefits:
- Equal opportunity employer
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