• Sales Operations & Training Consultant

    Job Locations US-MA-Cambridge
    Category
    Sales Ops
  • Overview

    Fuel your intellectual curiosity and professional growth. Forrester is an idea company, where smart, motivated, curious people bring a diversity of opinions and the courage of their convictions to collaborate on ideas that change the course of business. Most of all, bring a point of view; here, every voice has value. At Forrester, you’ll work with innovative clients at emerging and established brands; these are the business and technology leaders we inspire and who inspire us. The Forrester experience is built on a singular, powerful purpose: to challenge thinking and lead change.

     

    About This Role:

    Forrester seeks a Sales Operations & Training Consultant with infectious enthusiasm to help increase the effectiveness of the sales organization. He or she shares a passion for helping sales representatives take their sales skills to higher levels and utilize the Salesforce.com platform to its fullest potential. The Sales Operations & Training Consultant will assist in the delivery of operational efficiencies to the sales organization and ensure the development and implementation/training of application best practices. This collaborative role sits at the intersection of people, process, and applications. The primary focus of the Sales Operations & Training Consultant is to enable the success of sales and sales support with the Salesforce CRM application. The Sales Operations & Training Consultant will be an active member of the sales training team, collaborating with sales leaders, the Forrester business technology partners, and the Forrester sales force to design and deliver a wide range of sales training programs around Salesforce.com. Critical to the role is bringing a creative mind balanced with a process-oriented approach to training and application adoption.

    Responsibilities

    As a Sales Operations & Training Consultant, you will:

     

    • Actively develop and deliver Salesforce fundamental training to quota carriers, sales support, and management, identifying best practices for application usage aligned to the Forrester sales process.
    • Deliver virtual and face-to-face training sessions on an individual basis for each new hire to build their knowledge and adoption of Salesforce.com to run their business.
    • Deliver highly impactful classroom-based training using both facilitation and presentation skills to engage a variety of learning styles.
    • Update and maintain Salesforce.com training curriculum to reflect the current sales processes and ongoing operational and technological improvements.
    • Design and develop new training modules as Forrester grows and evolves its implementation of Salesforce.com across the organization.
    • Ensure that Forrester’s technology applications accurately reflect the Forrester sales process and enable the sales organization to perform its day-to-day tasks, from pipeline development to opportunity management to client engagements to booking deals.
    • Envision processes and relate those processes to the sales-facing applications, translating this to rep productivity best practices.
    • Perform aspects of sales operations, including: requirements gathering, developing solutions, performing analysis, and running and writing reports.
    • Communicate and work alongside technology management/developer resources to build and QA custom Sales CRM
    • Lead the rollout of business solutions to the field through training and process implementation. 
    • Develop tools such as job aids to support the adoption of Salesforce.com best practices.
    • Measure program effectiveness and recalibrate based on feedback to improve: satisfaction, knowledge transfer, behavior change, and business results (sales productivity).

     

    Qualifications

    • Knowledge of what makes salespeople tick and the ability to tell relevant stories to support your curriculum.
    • Expertise in all aspects of the Salesforce.com application as a power user, including lead follow-up, opportunity management, activity tracking, value capture, and client engagement.
    • The ability to demonstrate the skills you are teaching with confidence and credibility.
    • Strong project- and time-management skills with an ability to set and maintain priorities to meet deadlines.
    • The ability to work in a fast-paced environment, handle a multitude of tasks, and be adaptable to change.
    • Excellent interpersonal, communication, and presentation skills.
    • The ability to meet an expected 5% to 10% travel time investment.
    • A bachelor’s or master’s degree in business, education, or a related field.

     

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    FLSA Status:

    Exempt

     

    Forrester Research, Inc. is an Equal Opportunity/Affirmative Action Employer that is committed to equal employment opportunity for all qualified individuals without regard to race, color, religion, national origin, ancestry, sex, age, disability, sexual orientation, gender identity and expression, marital status, genetic information, military service, veteran status, or any other status protected by applicable law. Minorities, Women, Individuals with Disabilities, and Veterans are especially encouraged to apply.

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