Director, Sales Training

Director, Sales Training

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Job Description

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CoStar Group (NASDAQ: CSGP) is a leading global provider of commercial and residential real estate information, analytics, and online marketplaces.  Included in the S&P 500 Index and the NASDAQ 100, CoStar Group is on a mission to digitize the world’s real estate, empowering all people to discover properties, insights and connections that improve their businesses and lives.

We have been living and breathing the world of real estate information and online marketplaces for over 35 years, giving us the perspective to create truly unique and valuable offerings to our customers.  We’ve continually refined, transformed and perfected our approach to our business, creating a language that has become standard in our industry, for our customers, and even our competitors.  We continue that effort today and are always working to improve and drive innovation.  This is how we deliver for our customers, our employees, and investors.  By equipping the brightest minds with the best resources available, we provide an invaluable edge in real estate.

Role Description:  

As Director, LoopNet Sales Training, you will be responsible for ensuring the successful onboarding of new sales talent joining the LoopNet sales team as well as providing ongoing learning and development for the existing sales team to increase sales productivity. Based in our Richmond, VA training hub, you will report directly to the Vice President of Sales and work hand in hand with the sales leadership and learning and development teams to design, develop and deliver a world class training program.

• Design, develop, and deliver training and coaching on all LoopNet products, including instructor-led in-person and virtual training, e-learning, and a variety of other instructional techniques with a focus on LoopNet and how they relate to other CoStar products.
• Design, develop, and deliver onboarding for new LoopNet Sales hires; serve as lead product trainer for multi-week new hire classes; act as a sales coach for multi-week, hands-on pre-production period focused on prospecting, call-coaching, demo feedback and systems utilization.
• Work well within the team and across the organization to define learning solutions that address business priorities and bridge gaps in knowledge, competency, and skills for salespeople in a variety of roles and with varied levels of experience.
• Participate in the design of curriculum (classroom, coaching and continuing education) and performance support tools that build the product mastery required to improve performance in sales for new and existing sales team members.
• Work with Sales Learning & Development team members to manage projects, timelines and commitments as well as communication and deployment plans.
• Conduct training assessments measuring the accuracy and effectiveness of programs, resources, and tools. Initiate changes based on feedback and/or changes in process.
• Partner with internal resources (recruiting, concierge services) with coordination of activities for out-of-town guests as well as booking internal guests/contributors for training sessions.
• Keep abreast of LoopNet strategy, industry changes, product enhancements and training best practices to improve and update learning programs accordingly.
• Perform duties with a strong degree of organization/prioritization skills, an ability to understand our business goals, an ability to work with all team members and referral sources communicating in a professional and timely fashion

Responsibilities:

• Design and develop a sales management training curriculum that addresses various populations across CoStar Group sales teams.
• Partner with senior sales leaders across CoStar Group to understand developmental needs of their sales manager populations, and design scalable content that meets their needs, including tailoring specific content when necessary for niche populations.
• Collaborate with other functional teams across CoStar Group to deliver and execute training programs effectively and leverage existing subject matter experts to drive content creation and facilitation.
• Develop training content, instructor manuals, and course materials for internal use.  Where necessary leverage third party materials to supplement and enhance training. 
• Evaluate training program effectiveness through assessments, surveys and feedback from key stakeholders and recommend modifications to course content based on data.
• Facilitate program delivery and train-the-trainer programs.
• Provide real time observation and coaching to sales managers to drive sales performance.

You are:

• A Leader: You understand tha