About Us
For nearly 50 years, Teacher Created Materials has made teaching more effective and learning more engaging. We publish PreK–12 instructional programs across all core content areas, along with award-winning educational trade books, professional development resources, and professional learning services. Our products are created by teachers for teachers and are trusted by educators around the world. We are passionate about helping every learner succeed—wherever learning happens.
The Opportunity
TCM is seeking an experienced, high-performing Sales Training Manager to own the development and sales readiness of newer Sales Consultants, primarily those in their first 0–2 years with TCM. You will combine hands-on field coaching with structured virtual training to build product knowledge, sales skills, and disciplined habits, and be accountable for measurable improvement in consultant productivity and sales performance.
Reporting to the Vice President of Professional Learning, you will partner closely with the Senior Vice President of Sales and Regional Vice Presidents to align development plans with field priorities. You will own coaching plans, progress tracking, and targeted interventions, with approximately 50–75% nationwide travel to work alongside consultants and build their ability to independently develop territories and achieve sales goals.
What You’ll Do
- Own the development and sales-readiness progression of newer Sales Consultants, primarily those within their first 0-2 years at TCM, through a combination of field-based and virtual training.
- Travel approximately 50–75% of the time nationwide to work directly alongside Sales Consultants in their territories and participate in customer-facing sales activity.
- Observe Sales Consultants in real-world selling situations and provide immediate, actionable coaching on prospecting, discovery, presentation, objection handling, follow-up, opportunity management, and closing.
- Model effective selling behaviors during live customer interactions when appropriate, using a gradual-release approach that intentionally transfers ownership to the Sales Consultant as skills and confidence develop.
- Drive measurable improvement in Sales Consultants' ability to independently secure meetings, identify customer needs, create opportunities, advance opportunities through the sales process, and ultimately close business.
- Build consultant knowledge and confidence across TCM’s broad portfolio of instructional resources and help consultants connect customer needs to the right TCM solutions.
- Reinforce consistent execution of TCM’s established sales process, tools, expectations, and best practices.
- Design and facilitate ongoing virtual sales and product training programs targeted specifically to newer Sales Consultants.
- Create, own, and execute individualized development plans for assigned consultants, with clear goals, timelines, success measures, and follow-up actions tied to independent productivity and sales performance.
- Partner with Regional Vice Presidents to align on development priorities, while taking ownership for the coaching strategy, cadence, execution, and documented progress of assigned newer consultants.
- Provide specific, timely, and documented feedback to both the Sales Consultant and appropriate RVP following field visits, coaching sessions, and training activities, including clear commitments, next steps, and dates for follow-up.
- Identify performance gaps early, implement targeted coaching interventions, measure improvement, and promptly elevate persistent performance concerns to the Regional Vice President and Sales leadership with clear evidence and recommended next steps.
- Identify recurring skill, process, or product knowledge gaps across newer Sales Consultants and take ownership for developing or coordinating training solutions that address those gaps.
- Partner closely with the SVP of Sales to ensure training remains aligned with company sales strategy, expectations, priorities, and evolving field needs.
- Play a leadership role in TCM Rookie Camp, held in-person twice annually in California, including program development, facilitation, coaching, role-play evaluation, and follow-up.
- Play a leadership role in Winter Sales Meeting and National Sales Meeting.
- Maintain direct visibility into assigned consultant performance and own a consistent scorecard of development and sales indicators, including activity, meeting generation, pipeline creation, opportunity advancement, sales results, time to independent productivity, and annual goal attainment. Use these measures to adjust coaching plans and demonstrate the impact of training efforts.
