Director of Inside Event Sales (PRS)

Robbins Research International, led by the iconic Tony Robbins, stands as the global leader in personal development and peak performance strategy. With an unwavering commitment to redefining and delivering extraordinary client experiences, our diverse product suite encompasses personal development, sales, digital products, and corporate seminars. From mastering mental conditioning and communication to excelling in business and personal achievement, our goal is to transform lives and make lasting impacts.

Job Overview: 

We are seeking an experienced and driven Director of Inside Event Sales to join our team. This role is critical in driving the performance of the Event Sales team to achieve and exceed revenue goals. The Director of Event Sales will be responsible for developing sales strategies, leading a quota-carrying team of 20+ inside sales representatives of our Personal Results Specialists team, ensuring the team consistently meets high-performance benchmarks. The ideal candidate must be a true team leader, analytical thinker, and mission-driven warrior with a proven track record in sales leadership and optimizing sales processes. 

RESPONSIBILITIES: 

Sales Team Leadership and Performance Management: 

• Lead and Manage the Event Sales Team: Drive the sales of Tony Robbins events, including "Unleash the Power Within" (UPW) and other live and virtual events, offers, and products. Ensure all team members are aligned with the division's revenue goals and performance standards. 

• Sales Enablement and Execution: Develop and implement sales strategy, processes, tools, communications, training, and methodologies to ensure the success of the sales program. Ensure execution and adoption of these strategies to achieve revenue growth and budgeted goals. 

• Pipeline Management: Take ownership of managing the sales team's pipeline, including implementing process improvements to shorten the sales cycle and increase the close rate. 

• Retention and Development: Retain top talent through ongoing performance coaching, training, and team development. Manage recruitment, performance, and growth of the sales team, including partnering with HR to support hiring and onboarding. 

• Performance Management: Track and measure individual and team performance against established benchmarks, ensuring transparency and accountability. Use data-driven insights to optimize processes, scripting, and sales strategies. 

• Culture Building: Build and sustain a supportive, servant-leadership culture within the team, ensuring alignment with Tony Robbins’ mission and values. 

Sales Activity and Campaign Management: 

• Sales Campaign Preparation: Create and implement strategic plans for selling events, coaching, and products, including seasonal campaigns and promotions. Collaborate with Marketing and Sales Operations to align on campaigns and ensure all necessary sales materials are available for seamless execution. 

• Sales Optimization: Continuously refine sales processes and scripting to optimize team performance and drive revenue growth. 

• Campaign Management: Lead and prepare the team for major sales campaigns, including the launch of Tony Robbins' live and virtual events. 

Sales Coaching and Development Strategies: 

• Ongoing Coaching, Training, and Mentorship: Conduct ongoing training and development for high-performing, committed Inside Sales representatives to uphold the highest standards of excellence.  Provide hands-on coaching to sales reps, conduct call reviews, and offer actionable feedback to enhance sales techniques and effectiveness. 

• Sales Training Initiatives: Lead structured training initiatives, focusing on developing skills needed to improve performance and achieve established KPIs. 

• Recruitment & Talent Development: Partner with Recruiting team to identify and interview high-potential team members through both internal and external recruitment processes. Conduct training and development for all new hires for a successful ramp up to ongoing Sales team benchmarks.  

Sales Operations, Analytics, and Strategy:  

• Sales Analytics and Performance Measurement: Use Salesforce dashboards and reports to monitor real-time performance metrics, such as conversion rates, pipeline health, and revenue targets. Identify trends and discrepancies in sales data to optimize team performance. 

• Problem-Solving and Strategy Development: Identify roadblocks to sales success and collaborate with team members to develop actionable solutions that enhance productivity and efficiency. Forecast sales and collaborate with various departments to ensure accurate sales projections. 

• Compensation and Incentive Plans: Create and manage compensation plans, sales incentives, and special awards to motivate the sales team and drive high performance. 

• Collaboration: Work closely with departments including marketing, IT, sales operations, and leadership to ensure alignment of sales strategies across the organization. 

• Leadership Meetings: Prepare for and actively participate in leadership meetings, presenting insights and updates on team performance to senior leadership, including the CFO and CEO. 

REQUIREMENTS: 

• Candidates MUST have 5-10+ years of progressive sales leadership experience, preferably in a high-growth organization managing a high-ticket, tactical sales team. 

• Candidates MUST have a proven and consistent track record of managing inside sales teams and consistently exceeding sales targets in a high-growth inside sales environment. 

• Candidates MUST have excellent proficiency in using a sales tech stack, primarily Salesforce, Outreach, and Zoom. Experience in implementing sales enablement and training programs is essential. 

• Candidates MUST possess strong analytical skills, with the ability to anticipate obstacles, identify opportunities, and develop tactical insights that impact sales strategy. 

• Strong leadership skills, with a proven ability to influence and inspire a sales team. Experience in fostering a culture of collaboration, camaraderie, and high performance is required. 

• Proven experience creating and managing a scalable sales model that enables predictable and accurate forecasting on a monthly and quarterly basis. 

• Ability to hold individuals accountable, operate with a hunger for performance, and uphold a mission-driven approach in alignment with Tony Robbins' mission. 

DNA of the Ideal Candidate: 

• Mission-Driven: A core team member aligned with our mission of transforming lives through personal and professional development. 

• Proven Leadership Stability: Demonstrated consistency in leadership roles for 4+ years, with no pattern of job-hopping. 

• Sales Process Mastery: Strong understanding of sales processes, with the ability to gain respect from the sales team and deliver verifiable results. 

• High Accountability and Drive: Operates with hunger, drive, and accountability, always focused on achieving performance goals. 

• Camaraderie & Team Cohesion: Passion for building strong relationships and fostering teamwork to maximize sales performance. 

About Robbins Research International, Inc.: 

Robbins Research International, Inc. empowers individuals and organizations to guide them towards extraordinary growth and success. We use a unique system of practical tools, proven models, and dynamic communication known as the Tony Robbins Success System. 

Our scientifically proven approach creates enduring transformation and measurable results that have been documented for nearly five decades. These outcomes are the result of full immersion at virtual and in-person events, personal and group coaching, and self-guided training tools and strategies including books, audios, videos, and exclusive support communities. 

Tony Robbins is the world’s #1 life and business strategist, a 5-time New York Times #1 bestselling author, global entrepreneur, investor, philanthropist, and creator of the coaching industry as it is known today. He has empowered over 100 million people from 195 countries to enjoy a greater sense of success, purpose, and fulfillment in all areas of their lives.