Sales Team Coach (SME/ENT)

Sales Team Coach (SME/ENT)

OVERVIEW

The Sales Team Leader, the glue that holds the sales team together, provides motivation to the team to reach sales goals. The work environment is often fast-paced, and the team leader is often moving from one task to another, answering questions, holding meetings, delegating tasks, and acting as a voice encouragement.

GOALS

• Improve how we sell
• Improve sales team CRM hygiene
• Increase activity in outbound
• Improve effectiveness of top Consultants

RESPONSIBILITIES

• Develop and implement training on CRM, leads generation, and conversion, as well as bi-annual sales training
• Improve the quality of the sales associates as a quality assurance agent monitoring and coaching the Sales Representatives
• Improve presentation decks to be used by the team per segment
• Help the Sales Manager in developing marketing and sales strategies to ensure sales targets are met for maximum penetration and continuous sales opportunities
• Oversee day-to-day operation
• Discover training needs and provide coaching
• Listen to team members’ feedback and resolve any issues or conflicts
• Assist Sales Manager to train and appraise individual team members to ensure targets are met
• Assist in development and preparation of the organisation’s sales strategy and general business planning
• Suggest and organize team building activities
• Recruiting and training new sales staff, assigning specific tasks to other sales team members, and monitoring the team’s sales performance
• Assisting with the selling of our business’ products and services to maximize sales
• Motivating the sales team and creating an atmosphere of healthy competition among the staff
• Keeping informed of new products and services
• Delegate authority and responsibility to team with supervision, accountability and review
• Set an example for team members of commitment, sales activities, work ethics and habits and personal character
• Set sales targets and motivate the sales team
• Assist Managers in sales strategy development
• Meet your own sales targets and the team as a whole
• From time to time, you may be expected to be part of special projects as are reasonably required of your job role

QUALIFICATIONS

• A Bachelor’s or Associate’s Degree in Sales, Marketing or a related field

• At least 3 years in sales

• Strong sales ability, business acumen, and commercial awareness

• Excellent communication, interpersonal, and customer service skills

• Strong leadership abilities

• Good time management, strategic planning, and organizational skills

• KEY PERFORMANCE INDICATOR (KPI)

• Sales Coach (New Business)

• Formula

• Weight

• Source

• 100% Sales Target Attainment

• (measure & compare current sales to a target)

• New Wins MTD vs Quota MTD or win previous MTD

• 30%

• Hubspot

• Sales Closing Ratio

• (measure how well an individual closes an account)

• At least 10% Conversion Rate on New Business & Upsell

• 30%

• CRM Data Hygiene

• (measure cleanliness and organization of data resulting in improving sales efforts)

• On time data collection and accurate update

• 20%

• Activity Goals vs Activity Results

• (measure how individuals are performing over a period of time compared to their target activity goals)

• Calls: 160

• Emails: 100

• Meetings: 8

• LinkedIn Post: 4/mo

• 10%

• 100% Sales Probability Forecast

• (measure possible future values of sales in terms of a likely sales level and worst-case and best-case scenario)

• Deals committed on the 1st and 3rd week of the month

• 10%