Field Sales Trainer

About GTR

Get The Referral (GTR) is part of Modernize Home Services, a QuinStreet company, dedicated to helping home improvement and home services contractors find more opportunities, win more jobs, and grow revenue.

Modernize helps contractors acquire new customers through lead generation, marketing solutions, and financing options. GTR complements those offerings by helping contractors generate more business from their existing customers through referrals.

Using a branded referral app and management dashboard, GTR enables sales teams to turn satisfied customers into active advocates. Through practical sales habits, consistent participation, and leadership engagement, contractors can increase referral volume, improve conversion rates, reduce customer acquisition costs, and drive sustainable revenue growth.

Together, Modernize and GTR help contractors maximize the value of every customer relationship while creating a predictable, scalable growth strategy.

Job Category

We’re looking for an experienced Field Sales Trainer who enjoys coaching salespeople and helping managers build lasting habits within their teams.

As GTR’s Field Sales Trainer, you’ll help client sales teams make referrals a consistent part of their sales process. You’ll deliver onsite and virtual training, coach client managers, follow up on adoption, and maintain and improve GTR’s training materials. The goal of this role is not simply to deliver training. It is to help customer sales teams consistently use GTR as part of their sales process and help managers create the accountability needed to sustain that behavior.

This role primarily supports enterprise customers across multiple brands, locations, sales teams, and leadership levels. Responsibilities include customer launches, regional rollouts, manager coaching, refresher training, and adoption-focused initiatives. The role may also support select premium SMB customers based on business needs and service commitments. Enterprise customer engagements generally take priority when scheduling training and travel.

You understand the competing demands sales teams face: revenue targets, appointments, financing, paperwork, CRM requirements, and new company initiatives. You know how to earn their trust, explain why a program matters, and help them incorporate it into their daily work.

The Field Sales Trainer does not own the customer relationship, account strategy, retention, technical support, or routine account management. Customer Success remains accountable for overall account health, retention, commercial relationship management, and account strategy. The Field Sales Trainer is responsible for training delivery, field coaching, manager enablement, adoption support, and training-related follow-through.

Reporting to the Platform Adoption and Enablement Manager, you’ll align training priorities, field coaching, adoption goals, and content development with GTR’s broader enablement strategy.

Responsibilities

Sales Training and Coaching

• Deliver engaging onsite and virtual training for client sales representatives and managers.
• Teach reps when and how to introduce the referral program naturally, enroll customers as advocates, and encourage ongoing participation.
• Use role-playing, objection handling, demonstrations, and practical exercises to build confidence and consistency.
• Adapt training to each customer’s sales process, organizational structure, and level of adoption.
• Identify whether participation challenges stem from knowledge gaps, competing priorities, workflow friction, or limited leadership support.
• Help salespeople incorporate referral activities into their existing routines.
• Conduct sales representative ride-alongs when necessary to understand the specific in-home sales experience.

Manager Engagement and Customer Follow-Through

• Establish clear training objectives, expectations, and follow-up responsibilities with client leadership.
• Help managers reinforce referral behaviors through existing sales meetings, coaching routines, and accountability practices.
• Coordinate customer training plans, coaching priorities, and adoption initiatives with the Platform Adoption and Enablement Manager and GTR’s Operations and Customer Success teams.
• Review participation data before and after training to assess progress and identify areas needing additional support.
• Document findings, agreed actions, and follow-up needs.
• Provide continued coaching after onsite visits to help teams sustain new habits.
• Share field feedback with GTR to improve training, implementation practices, and the product experience.

Training Content Ownership

• Own the ongoing maintenance and improvement of GTR’s training decks, facilitator guides, role-playing exercises, and manager coaching resources.
• Maintain a core set of materials and tailor presentations for enterprise brands, regional teams, and eligible premium SMB customers.
• Keep content accurate and current as product features, workflows, and recommended practices evolve.
• Coordinate content updates with GTR’s Product, Operations, and Customer Success teams.
• Incorporate common objections, field feedback, and effective customer examples into future training.
• Maintain organized, current versions so GTR teams use consistent materials.

Technology Proficiency and User Support

• Proactively build and maintain a deep working knowledge of GTR’s app, dashboard, and customer workflows.
• Translate software features into simple, practical steps for home improvement salespeople with varying levels of technology experience.
• Confidently demonstrate GTR’s technology during live training and help users practice common tasks.
• Troubleshoot basic user issues and coordinate with GTR’s technical support team when additional assistance is needed.
• Use patience, persistence, and practical coaching to help salespeople who initially resist or struggle with technology.
• Stay curious and proactive about learning new features and incorporating them into training.
• Maintain accurate records of customer training, coaching activities, observations, commitments, and follow-up actions in GTR’s designated systems.

Requirements

• 4+ years of experience as a sales manager or team lead with direct responsibility for coaching salespeople and holding teams accountable.
• Demonstrated success introducing new processes and sustaining changes in sales behavior.
• Strong understanding of how to balance new initiatives with the daily demands of selling and managing a sales team.
• Ability to build credibility with frontline representatives, local managers, and senior sales leaders.
• Strong facilitation and coaching skills, including leading practice exercises, handling resistance, and adapting to different audiences.
• Ability to influence client teams without direct management authority.
• Comfort using customer performance metrics and GTR’s internal benchmarks to identify gaps, guide coaching, and measure improvement.
• Experience creating or improving training presentations and supporting resources.
• Strong organization, preparation, and follow-through across multiple customer engagements.
• Availability for travel totaling approximately two weeks per month, which may include separate trips or consecutive weeks depending on customer needs.
• Experience in home improvement, home services, or in-home sales is strongly preferred.
• Experience supporting multiple locations or working within a large sales organization is especially valuable.
• Demonstrated sales leadership and coaching results are more important than formal corporate training credentials.

The expected salary range for this position is $75,000 USD to $90,000 USD annually. This salary range is an estimate, and the actual salary may vary based on the Company’s compensation practices. The salary may be adjusted based on applicant's geographic location. The position is also eligible to receive performance bonus or commission and equity in the form of restricted stock units. This position is eligible to participate in the Company’s standard employee benefits programs, which currently include health care benefits; (2) retirement benefits; (3) the amount of paid days off (paid sick leave, parental leave, paid time off, or vacation benefits); (4) any other tax-reportable benefits.

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