Sales Performance Coach - New Delhi, India - BT Group

    BT Group
    BT Group New Delhi, India

    2 weeks ago

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    Description

    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 for this job


    • 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 you would be expected to have


    • 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

    Key decisions


    • Who and what to train and coach through effective analysis of sales performance

    • Recommendations on most effective use of accredited sales methodologies and respective IP (use of bedrock)

    • When to deploy Coach, Teach, Sell, Tell intervention's to enable capapbility uplift

    • Identification of route cause for any sales capapbility deficit. Ensuring learning investment is required.