Sales Trainer

Excellent — below is a complete, *integrated framework for Sales Trainer & Sales Auditor*, built to fit seamlessly into your Mentor FMS structure.

Each role includes *JD (Job Description), **JS (Job Specification), and **KRA (Key Result Areas)* aligned to your Sales Training & Audit systems.

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# * JOB DESCRIPTION (JD) – SALES TRAINER*

### *Position Title:* Sales Trainer

*Department:* Sales Excellence / HR Development

*Reports To:* CMD / HOD – Sales

*Location:* HO (Dehradun) + Field sites (as required)

### *Primary Purpose*

To design, implement, and continuously improve Mentor's sales training and re-training programs ensuring that every salesperson is field-ready, confident, and compliant with FMS processes.

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### *Key Responsibilities*

| *Area* | *Responsibilities* |

| | |

| *Training Module Development* | - Develop structured Sales Training Modules (manuals + videos).
- Update scripts, objection-handling, and product pitch decks quarterly.
- Collaborate with HODs for technical updates. |

| *Sales Induction Program* | - Conduct 3–5 day training for new hires.
- Coordinate with HR for induction materials.
- Certify "Field Ready" status post-assessment. |

| *Re-Training (R.T.) Program* | - Identify low-performing salespersons via MIS and MeCA.
- Conduct diagnosis, retraining, and evaluation sessions.
- Maintain individual R.T. reports and video logs. |

| *Skill Workshops & Continuous Learning* | - Run weekly SSG (Sales Skill Growth) sessions.
- Organize monthly skill micro-modules (Negotiation, Closing, Communication). |

| *Audit & Evaluation* | - Audit call recordings, presentation videos, and CRM data for training compliance.
- Score performance using standard checklists. |

| *Reporting & MIS* | - Maintain training attendance, scores, and dashboard data.
- Submit weekly report to CMD / HOD.
- Ensure 100% documentation in FMS. |

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# * JOB SPECIFICATION (JS) – SALES TRAINER*

| *Parameter* | *Specification* |

| | |

| *Qualification* | Graduate / MBA in Marketing or HR preferred |

| *Experience* | 3–6 years in Sales Training (preferably B2B, Water/Solar/Engineering Industry) |

| *Core Skills* | Sales Process Knowledge, Communication, Objection Handling, Negotiation |

| *Technical Skills* | CRM (Zoho / Salesforce / Google Sheet based), Video Training Tools |

| *Behavioral Traits* | Motivator, Analytical Thinker, Patience, Integrity, Team Builder |

| *Other Requirements* | Willingness to travel for site-level audits/training; fluent in Hindi & English |

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# * KEY RESULT AREAS (KRA) – SALES TRAINER*

| *KRA Area* | *KPI / Deliverable* | *Target / Benchmark* | *Measurement Source* |

| | | | |

| *Training Completion* | Induction program completion within 7 days of joining | 100% | HR joining sheet |

| *Re-Training Success Rate* | Trainees scoring ≥40/60 in first cycle | ≥80% | R.T. evaluation sheet |

| *Skill Growth Sessions (SSG)* | Weekly sessions conducted | 4/month | SSG calendar |

| *Audit Accuracy* | Number of audits & reports verified | 100% coverage | FMS & CRM records |

| *Trainer Score Feedback* | Avg trainee feedback score | ≥4.5/5 | Post-training survey |

| *Process Compliance* | FMS & documentation completion | 100% | Internal audit |

| *Content Development* | Updated modules & videos uploaded | 1 per month | Training library log |

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# * JOB DESCRIPTION (JD) – SALES AUDITOR*

### *Position Title:* Sales Auditor

*Department:* Sales Excellence / Quality Control

*Reports To:* CMD / HOD – Sales

*Location:* HO (Dehradun) + Site audits (as per plan)

### *Primary Purpose*

To audit, evaluate, and ensure the quality, integrity, and compliance of all sales calls, meetings, CRM entries, and training effectiveness under Mentor's Sales FMS.

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### *Key Responsibilities*

| *Area* | *Responsibilities* |

| | |

| *Sales Audit Execution* | - Conduct random audits on call recordings, CRM entries, and field visits.
- Identify deviations in pitch, follow-up, or documentation. |

| *Performance Monitoring* | - Track MeCA scores, Funnel drops, and Conversion ratios.
- Flag underperformance to Sales Trainer for R.T. program. |

| *Audit Reporting* | - Prepare weekly and monthly Sales Audit Reports.
- Submit non-compliance summary to CMD & HR.
- Maintain digital audit logs. |

| *Training Validation* | - Audit post-training effectiveness (call score improvement).
- Validate if training implementation reflects in MIS. |

| *Compliance & Documentation* | - Ensure CRM entries are as per SOP.
- Check if quotation, follow-up, and client notes are complete. |

| *Coordination* | - Work with Sales Trainer, SC, and HOD for process correction.
- Recommend corrective actions & retraining needs. |

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# * JOB SPECIFICATION (JS) – SALES AUDITOR*

| *Parameter* | *Specification* |

| | |

| *Qualification* | Graduate / MBA (Sales / Operations) |

| *Experience* | 4–8 years in Sales Operations / Audit / CRM analysis |

| *Core Skills* | Analytical Thinking, Attention to Detail, CRM Proficiency |

| *Technical Skills* | CRM & Data Analytics (Excel / Google Sheets / Power BI) |

| *Behavioral Traits* | Integrity, Objectivity, Communication Skills, Process-Driven |

| *Other Requirements* | Must maintain confidentiality; report directly to CMD |

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# * KEY RESULT AREAS (KRA) – SALES AUDITOR*

| *KRA Area* | *KPI / Deliverable* | *Target / Benchmark* | *Measurement Source* |

| | | | |

| *Audit Coverage* | Sales calls / CRM entries audited per week | ≥10 per person | Audit logbook |

| *Accuracy of Audit Reports* | Correct deviations reported | ≥95% | HOD verification |

| *R.T. Trigger Accuracy* | Salespersons flagged correctly for re-training | ≥90% | MIS match record |

| *Post-Audit Implementation* | Corrective actions implemented | ≥85% | Follow-up report |

| *Timeliness* | Audit report submission | 100% on time | FMS timeline |

| *Compliance Index* | Overall sales process adherence score | ≥90% | Monthly dashboard |

| *Documentation* | All audits uploaded to shared folder | 100% | Folder log |

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# * COMMON KPIs FOR BOTH (Trainer & Auditor)*

| *Parameter* | *Description* | *Frequency* |

| | | |

| FMS Update Discipline | Weekly update of all records, forms, and dashboards | Weekly |

| Sales Funnel Review | MIS-level review of each team's MeCA | Weekly |

| Meeting with CMD | Present weekly summary (Training + Audit) | Every Saturday |

| Trainer-Auditor Sync | Joint session to analyze gaps & improvements | Fortnightly |

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Would you like me to now *convert this into a 2-sheet Excel file* — one sheet for Trainer (JD, JS, KRA) and one for Auditor — with ready-to-fill columns for Actual vs Target and Monthly Review Remarks?

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