Inside Sales Coach

3 weeks ago

Gurgaon, India Black & White Business Solutions Full time

**Job Information**:
Industry

**Non-IT Lateral**
***

Province

**Haryana**
***

City

**Gurgaon Kty.**
***

Postal Code

**122001**
***

Country

**India**

**TITLE**:
Sales Coach

**JOB** **LEVEL**:
8,7

**REPORTING** **RELATIONSHIP**:
Reports to Operations Delivery India Inside Sales Client Experience Lead

The Sales Coach (SC) handles professional development of sellers and Sales Team Leaders. From pre-launch train-up and deployment through launch, calibration and ongoing program operation and renewal, the SC owns front line sales leader (TL) management and development, aligned to program success.

The SC conducts interviews, participates in the selection process, conducts existing and new TL training & ongoing coaching of TLs, aligned to the Sales Team leads Development Program. Ongoing TL coaching occurs through the Execution Rhythm framework as outlined in the Sales Excellence TL Playbook and in accordance with values and Operations requirements. This position also promotes a team-oriented environment through people development, strong leadership, continuous improvement, and cross-functional support.

Primary responsibility is the assessment, coaching and proficiency augmentation of TL Knowledge Skills & Abilities and overall professional development. Auditing calls, providing business intelligence and solutions, enhancing sales, and preparing sales strategies, training New Hire training (sales, process, and communication skills). The secondary responsibility is supervision, floor coaching, reporting and leadership.

**ROLES** **INCLUDED**:

- Sales Coach
- Sales Trainer
- Front Line Sales Leader
- Performance/Continuous Improvement coach

**ACCOUNTABILITIES**:

- Sales Coach is responsible for the sales specific coaching and sales excellence orientation of the Sellers and Sales Managers.
- Drive sales acumen and engagement with the sellers and sales manager with great passion and bring the best out of the individuals and teams.
- The objective of this position is to coach, develop and improve TLs’ ability to lead their teams and manage their teams’ program performance and goal achievement.
- Coordinate training activities that will help maximize sales performance and training throughput.
- Work with and prepare Trainers, Quality Analysts and Team Leads with the knowledge around the role that Digital Ads play in agency growth and how to effectively sell to agencies.
- Participate in and conduct focused call listening exercise by the Market SME to learn about the opportunity areas which can improve our pitch quality and objection handling which can help us convert pitch in tough/bleak/not interested scenario
- Will work with the product SMEs and Trainers to get fully educated on product and process to learn and drive nuance driven coaching and experiential learning
- Design training courses using gamification, role-playing activities, and job simulation for sellers and sales team leads
- Create and Customize the Sales excellence Playbook for the program and drive its adoption amongst Sellers, Sale Managers through monitoring and coaching
- Achieve mastery of the TL Playbook anchor tenets that achieve Execution Rhythm, the ‘beating heart’ of sales performance management:

- Daily Sales Plan
- Brief
- Debrief
- Call auditing + coaching + role playing
- Pipeline reviews
- 1 to 1 coaching sessions
- 20-60-20 performance review and development planning
- Establish and maintain dashboard, reporting, metrics and analytics in support of identifying TL areas for improvement and corresponding development plans
- Construct TL coaching & professional development materials, including presentations, sales scripts, and case studies
- Come up with creative sales and process excellence strategies in addition to the playbook execution
- Partner with business in developing and executing strategic plan to achieve sales targets
- Partner with business to understand their business needs and objectives basis performance and build strategies for improvement in training and sales excellence
- Work with client and internal functional teams to share best practices and drive engagements as Sales Ambassador of program
- Promote a team-oriented environment through people development, strong leadership, continuous improvement, and cross-functional support.
- Research and forecast future sales quarterly, monthly, and weekly performance and performance trends
- Research competitors and provide suggestions for improvement
- Construct TL coaching & professional development materials, including presentations, sales scripts, and case studies
- Design training courses using gamification, role-playing activities, and job simulation
- Gather feedback on all training programs from trainees, managers, and instructors
- Set quarterly and annual learning and development objectives for TLs
- Coordinate TL curriculum and assets records with Operations L&D & SS&T
- Evaluate and track TL performance improvement and TL 20-60-20
- Plan and d

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