SCOTT INFANTOLINO
BDR Manager
Salem,MA
Summary
Manager of Sales Training and Development with eight years of experience in creating sales processes, content and innovative training programs. A collaborative team player with the ability to lead, motivate and manage through influence.
I am passionate about creating and uncovering new opportunities that will drive sales,improve customer retention and drive growth. My sales training philosophy is predicated on consultative and personalized coaching, field practice and continuous development. During my career, I have vastly enhanced my sales team numbers to result in consistent and above average growth.
Overview
13
13
years of professional experience
Work History
Manager of Sales Training and Development
Explore America, EF Education
Boston, MA
09.2015 - Current
- Managing and coaching a team of five sales trainers in conjunction with overseeing 85 salespeople to proactively look for industry best practices to identify and implement selling techniques (Solution Selling, Disruptive Selling, Social Selling) with consistent upward trajectory of growth year over year.
- Crafted all content, messaging and sales enablement for the consultants to have consistent, effective and engaging conversations with prospects and customers at each stage of the sales cycle.
- Facilitated my training team on coaching on our sales process and training program that spans varying multi-year sales cycles, enabling the sales force to drive a higher level of efficiency and effectiveness.
- Collaborated on a framework for hiring and training that is currently implemented in several cross products both domestically and internationally.
- Provided individualized solution-based one-on-ones, reviewing and critiquing past sales calls, live call coaching, and designing of sales content for the sales training team.
Consultants
01.2015 - 01.2019
- Creation of a four-week onboarding and coaching program that prepared and trained over 400 Sales, on all sales processes in two separate EF products.
- Achieved 91% growth over four years.
Sales Trainer
EF Educational Tours
Boston, MA
09.2011 - 09.2015
- Sales trainer team lead who crafted and coached on sales enablement content and messaging where very little had previously existed.
- Liaised with senior leadership and sought feedback and input during the development of the training program.
- Lead the sales force through a newly structured program to have consistent growth, effective and engaging sales conversations with prospects and customers at each stage of varying multi-year sales cycle.
- Collaborated with both my team and upper management on hiring process structure and was delegated as the interview point person to initial first vetting of all potential sales consultant candidates.
- Referred candidates to each appropriate team based on skillset, personality and what they may offer to the specific team dynamic.
- This process included a simulation call to create a baseline.
Program Consultant & Sales Trainer
DMB Financial LLC
Beverly, MA
06.2008 - 11.2010
- Salesperson for consumer debt settlement company that helped consumers avoid bankruptcy by designing an affordable payback program where DMB Financial negotiated on the consumer's behalf.
- Built trust with clientele to access all personal records over the phone including social security number, banking info, and complete household budgets.
- Developed and produced a strategic prospecting plan that increased lead generation and a subsequent conversion rate of 38% where the company average was 28%.
- Utilized a needs-based and consultative approach to guide clients through a unique sale that led to holding the second highest client retention rate in company history.
- Mentored junior staff with coaching feedback and encouragement and promoted to a trainer where I found my passion for helping others Strengths Activator - Individualization - Relator - Strategic - Ideation.
Education
MCC -Monroe Community College
Skills
- Leadership & Management of Trainers and Consultants
- Coaching of processes
- Ongoing sales enablement training
- Design and creation of sales content
- Processes
- Sales Training & Messaging
Strengths
Strengths
Activator – Individualization – Relator - Strategic – Ideation
Timeline
Manager of Sales Training and Development
Explore America, EF Education
09.2015 - Current
Consultants
01.2015 - 01.2019
Sales Trainer
EF Educational Tours
09.2011 - 09.2015
Program Consultant & Sales Trainer
DMB Financial LLC
06.2008 - 11.2010
MCC -Monroe Community College
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