Sales Trainer

Position: Sales Training ManagerDepartment: Sales / Learning & DevelopmentLocation: Ahmedabad / Onsite**Employment Type:** Full-Time**Reports To:** Head of Sales / Management## Job SummaryWe are looking for a **Sales Training Manager** responsible for strengthening the capabilities and performance of the sales team through structured training, regular sales-call audits, performance gap identification, and continuous coaching.The role will focus on understanding whether sales team members are following the defined **sales process, communication standards, pitching methodology, objection-handling approach, follow-up process, and conversion practices**.The Sales Training Manager will identify gaps through **call audits, performance data, and individual interactions**, develop targeted training programs, and ensure that the training provided translates into measurable improvement in sales performance.---Key Responsibilities1. Sales Training & Development* Conduct regular **training, refresher training, and coaching sessions** for the sales team.* Prepare structured training programs based on the team's current requirements and performance gaps.* Train sales executives on:* Sales process and SOPs* Lead qualification* Client communication* Pitching and presentation* Discovery/questioning techniques* Objection handling* Negotiation skills* Follow-up methodology* Closing techniques* CRM/process compliance* Conduct onboarding training for newly joined sales employees.* Conduct refresher sessions whenever gaps or process deviations are identified.### 2. Sales Call Auditing* Regularly **audit sales calls** to evaluate the quality and effectiveness of sales interactions.* Review calls to identify:* Communication gaps* Incorrect information shared with clients* Poor discovery/questioning* Weak sales pitch* Lack of product/service understanding* Improper objection handling* Missed sales opportunities* Poor follow-up commitments* Deviation from the defined sales process* Closing and conversion issues* Maintain a structured **Sales Call Audit Scorecard** for every audited employee.3. Performance Gap IdentificationThe Sales Training Manager will analyse both **call quality and sales performance** to identify the root cause of underperformance.For example:**Low Conversion → Call Audit → Identify Gap → Training/Coaching → Re-Audit → Measure Improvement**The role should distinguish between:* Knowledge gap* Skill gap* Process gap* Communication gap* Behavioural/performance gap* Product/service understanding gap### 4. Individual Coaching & Corrective Training* Provide **one-on-one coaching** to sales employees based on their audit findings.* Share constructive feedback with employees and clearly explain areas requiring improvement.* Conduct targeted re-training where required.* Provide practical examples, role plays and mock calls to improve sales capability.* Re-audit calls after training to determine whether the employee has implemented the feedback.### 5. Sales Performance Monitoring* Monitor sales performance in coordination with the Sales Manager/Team Lead.* Track whether training interventions are resulting in measurable improvement.* Compare performance before and after training.* Identify employees requiring additional coaching or performance intervention.* Escalate recurring performance or process issues to management.### 6. Training Program DevelopmentPrepare monthly/quarterly training calendars based on:* Call audit findings* Sales performance* Conversion ratios* Feedback from Sales Managers* Common employee mistakes* Changes in products/services* New sales processes* Client objections* Market requirementsTraining programs should be **data-driven rather than generic**.### 7. Reporting & DocumentationPrepare and maintain regular reports including:* Sales Call Audit Report* Individual Performance Gap Report* Training Attendance Report* Training Effectiveness Report* Employee-wise Improvement Report* Monthly Training Report* Re-training / Coaching Tracker* Pre-training vs. post-training performance analysisReports should clearly highlight:**Employee → Gap Identified → Training Provided → Action Taken → Re-Audit → Improvement Status**### 8. Training EffectivenessThe responsibility does not end with conducting training.The Sales Training Manager must ensure that the training is **implemented and reflected in actual performance**.The process should be:**Audit → Identify Gap → Train → Practice → Re-Audit → Monitor → Measure Improvement**If there is no improvement after training, the concern should be highlighted to the relevant manager for further action.---# Key Performance Indicators (KPIs)The Sales Training Manager will be evaluated on:* Number and quality of sales calls audited* Completion of scheduled training programs* Training attendance and participation* Number of performance gaps identified* Training completion against plan* Improvement in call audit scores* Reduction in repeated sales/process errors* Improvement in sales conversion metrics* Improvement in individual sales performance after training* Effectiveness of coaching interventions* Re-training closure rate* Employee training feedback* Compliance with sales SOPs* Quality and accuracy of training/audit reports### Key KPI**Training Effectiveness = Improvement in Sales Behaviour + Process Compliance + Call Quality + Sales Performance**---### Required Skills & Experience* 3+ years of experience in **Sales Training, Sales Coaching, Quality Auditing, L&D, or Sales Enablement**.* Strong understanding of sales processes and sales methodologies.* Experience in **sales call auditing and performance analysis**.* Excellent communication and presentation skills.* Strong analytical and observation skills.* Ability to identify the root cause of sales performance issues.* Strong coaching and mentoring capability.* Ability to conduct role plays, mock calls and practical training sessions.* Good knowledge of CRM and sales reporting systems.* Strong documentation and reporting skills.### PreferredExperience in **IT Services / Digital Marketing / Recruitment / B2B Services / Agency Sales** will be an advantage.---# Core Competencies* Sales Coaching* Training & Facilitation* Call Auditing* Performance Analysis* Gap Identification* Process Compliance* Communication Skills* Objection Handling* Sales Methodology* Data Analysis* Feedback & Coaching* Training Program Design* Reporting & Documentation### Role Objective> **The Sales Training Manager is responsible not just for conducting training, but for ensuring that the sales team understands the process, applies it correctly, improves call quality, and ultimately demonstrates measurable improvement in sales performance.**Please share your resume at mirza@allianceinternational.co.in