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Sales Performance Coach

3 months ago

New Delhi, India BT Group Full time

What you’ll be doing

• Partnering with Sales Unit(s), Learning Manager and Commercial to establish local Business Unit (BU) capability plans
• Delivery of Accredited Sales Methodologies (Corporate Visions) and Account Planning tooling (Altify)
• Delivery of interventions spanning, physical and virtual modalities on a one to one / one to many basis as required
• Support, coach, and mentor all levels of sales professionals (Director down)
• Driving transfer of learning into BAU sales practices - effective embed & sustain learning practices.
• Providing targeted ‘deal coaching support’ to enable sellers to best construct and land our most complex / value driven sales deals
• Working in partnership with Learning Manager, making recommendations for wider capability programme needs
• Analyse balanced scorecard across sales performance, behaviours, and system adoption to inform the build of local capability plans
• Keeping current with latest trends in sales capability and performance bringing outside in thinking to drive continued evolution of sales practice
• Working in partnership with key vendors where required to develop skills, best practice, and evolution of methodology(s) IP
• Mentoring Operational Trainers to support proficiency of methodology / IP into delivery activity
• Act as subject matter expert into design of learning interventions across respective areas of domain expertise
• Support Marketing, Product & Propositions in growing their proficiency and use of IP for development of Marketing & Enablement collateral

Skills required

•  Facilitation:  outstanding skills with confidence to challenge and affect mind-set/behavioural change in senior sales professionals 
•  Sales Methodology:  Knowledge of a variety of Sales Methodologies (i.e., Huthwaite’s, Corporate Visions etc.)
•  Sales Practices:  How to ‘carry the sales bag’. Credibility in the job of sales / sales performance
•  Business Acumen:  Knowledgeable in business strategy and the drivers of sales performance
•  Stakeholder Management:  Building effective and credible relationships 
•  Analytical thinking:  Able to interpret and draw insight from Sales data to inform capability plans
•  Agility:  Adept in working at pace and adapting to meet the changing demands/priorities 
•  Continuous improvement mind-set:  Ensuring that self and areas of accountability evolve by considering ‘how can we be better?’
•  Learning Cycle:  Operating through the end to end learning cycle
•  Learning Principles:  Understanding the science behind how people learn
•  Coach, Teach Sell, Tell:  Ability to flex across domains in order to deliver most effective learning intervention

Experience required

• Deep understanding of Sales capability, the leavers and associated behavioural psychology 
• Facilitation of Sales Methodology / behavioural development programmes at Director/Head of Level
• Strong track record of demonstrating impact of learning / coaching to Kirkpatrick Level 4/5
• End to end Learning Cycle. Experience of creating learning journeys, e.g., classroom (physical and virtual), digital, manager led, targeted coaching etc
• Accredited in leading B2B Sales Methodologies (E.G.Huthwaite’s, Corporate Visions etc)
• Accredited in leading Account Planning methodologies / systems (E.G. Altify, Salesforce etc)
• Strong external network in the domain of sales performance
• Experienced sales professional in B2B Sales – Mid Market, Public Sector, Sales Enablement Operations

Connected leaders behaviours

•  Collaborative Partner:  Understanding the agendas and needs of others, alongside the needs of the business
•  Inspiring Communicator:  I deliver compelling messages to my audience that persuade, inspire, and engage
•  Commercial thinker:  I come up with ideas, provide insights, creating interventions that benefit our business. I understand the wider market and commercial drivers