Insurance Sales Training Director

Description

Franklin Street is currently seeking an Insurance Sales Training Director to join our team in Tampa, FL.

The ideal candidate must possess a bachelor's degree and at least 5 years of experience in a sales or marketing role with people leadership. Insurance industry sales experience is also required to be considered for this role.   

Position Overview:

The Sales Training Director will lead the training and development of brokers within the Insurance divisions. In this capacity the Sales Training Manager will oversee the creation and execution of the first-year training curriculum.  They will ensure Associates become trained on all initiation activities and are prepared to be validated by the end of their second year of training. 

• Source top-tier talent through College Recruitment, Accelerator Program, and Referrals.
• Develop, execute, and manage a two-year training curriculum introducing Associates to the Insurance sales cycle. 
• Seek individuals with a strong drive and competitive nature ("killer" instinct) ready to excel in sales.
• Implement a rigorous interview process, involving multiple team members and role-play scenarios to assess skillsets and performance under pressure.
• Lead Daily Accountability Meetings to assess associates’ performance, address questions, and facilitate group strategy discussions.
• Guide associates in databasing best practices, including structuring data for their Target Market, confirming portfolio details, and preparing for calls by reviewing CRM notes and engagement history.
• Conduct training on data scrubbing and verification to ensure accuracy and reliability within target markets.
• Lead associates in mastering Frankie, covering both basic and advanced functionalities, such as tasks, notes, Engagement Status, dynamic fields, and maintaining accurate client records.
• Teach associates to leverage CRM tools like Frankie’s Pipeline and Target Market Touch Report to monitor sales cycle progress, analyze outreach patterns, and engage strategically.
• Provide instruction on understanding portfolio types and geographic nuances, with emphasis on the impact of market trends and industry dynamics in their assigned regions.
• Provide hands-on training in CRM tools, market research software (Costar, Zoominfo), and analytics tools (Power BI).
• Create and lead educational sessions on Insurance Basics, utilizing training modules to teach essential concepts and market knowledge.
• Conduct role-play scenarios, providing constructive feedback to improve associates’ sales pitches and responses to objections.
• Conduct real-time call training sessions, demonstrating essential skills such as call organization, scripting, and note-taking.
• Deliver advanced call training focused with engaged prospects, discussing renewal strategies, overcoming objections, and qualifying opportunities.
• Train associates to ask targeted questions that uncover a prospect’s unique needs and pain points. Guide them on identifying specific challenges that our solutions address, helping associates identify real opportunities verse those less likely to convert.
• Run through example qualification scenarios with associates, using role plays and case studies to help them practice identifying and qualifying prospects. Provide feedback on each scenario to build confidence and improve their ability to assess prospects accurately in real-life situations.
• Educated associates on market intelligence within their target market and its role in identifying sales opportunities and crafting effective engagement strategies. 
• Oversee associates’ call performance, providing real-time feedback on live calls.
• Assess associates on call list organization and efficiency.
• Organize shadowing opportunities where associates observe teams in client calls and new business presentations.
• Work directly alongside associates on live deals, coaching them through each stage of the sales process to close business.
• Guide associates in advanced Conversion Activities, such as analyzing deals to identify opportunities and creating placement strategies to convert the opportunities. 
• Guide associates in creating clear, persuasive presentations that outline placement strategies, highlight competitive advantages, and address client-specific needs. 
• Train associates on presentation skills, including storytelling, visual communication, and addressing client concerns confidently, to effectively communicate value and win business.
• Train associates on retention activities, including managing renewals, establishing client communication plans, and implementing strategies to reduce broker competition.
• Assist associates in establishing partnerships