Commercial Sales Coach

Job description

The commercial sales coach assists in the development of skills, competencies and behaviours of aligned inside sales reps to help them meet their revenue goals and customer experience objectives. Scheduling and documenting coaching sessions with each assigned sales rep, the coach covers necessary content relevant to reps' tenure, capability and performance. The sales coach will review content being delivered to the inside sales team and will assist in hosting enablement sessions in conjunction with marketing, brand teams, and aligned business units. The coach will also assist in the onboarding of new hires, improving their time to ramp. Align and collaborate with Sales team to achieve or exceed total revenue targets, and contribute to profitable growth by improving the overall competency of the sales team.

Driving the team to achieve or exceed targets on the following:

· Revenue targets

· Sufficient quality pipeline and records in SFDC

· Critical-few sales hygiene metrics (talk-time, quote tap, LOB Depth etc.)

· Achievement of the company's NPS goals

Key Responsibilities:

· Collaborate with aligned inside sales managers, creating a triangular conversation path and feedback mechanism between the coach, Inside Sales Reps and Inside Sales Managers
· Frequent 1:1's with ISM's to discuss performance and competency gaps in their teams; Agree on how to best address gaps and communicate progress
· Create a cadence for ISR Coaching 1:1's; 4 in the ISR's first 90 days, and monthly thereafter; Discuss and identify their performance, competency gaps. Identify and plan for reps' near and long term goals
· Schedule and execute small-group training sessions; Typically 1 per week, Train and display best-practice on sales competencies ( Time Effectiveness, Communication Effectiveness, Opportunity Impact Qualification, Business Forecasting, IT Foundations, and others ), Track ISR's competency improvements based on session attendance
· Hold 1:1 Observation Sessions with ISR's; Day-long or half-day, observe reps' working, communication & sales methods. Share best-practice and offer practical solutions to improve effectiveness
· Engage with Inside Sales Marketing on Sales Enablement sessions, ensuring content and outcomes are on point. Provide context to 3 rd party vendors on ISR role and help shape their content to suit; Assist on creation of campaigns/blitzes to ensure maximum returns; Provide ongoing feedback on lead campaigns and talking tracks to drive best practice
· Partner with members of the wider sales team (Training, Marketing, Business Unit and Sales Support function leaders) on point projects where necessary to produce quality outcomes for inside sales team with a focus on improving productivity and Customer Experience
· Aid ISM Team in candidate interview process, facilitating interviews and ensuring hiring of top talent as required
· Identify key talent in the organization, develop candidates for upward growth, and celebrate successes
· Assist in the preparation of a qtrly sales rallies and huddles as required

Desired profile

Qualifications:

·  Demonstrated Success in sales roles, preferred as an ISR, specialist or Team Leader with proven ability to exceed sales targets and performance metrics.
·  IT Industry Experience Mandatory (IT sales preferred)
·  Excellent communication skills, in person and remote, verbal and written
·  Thorough knowledge of sales methodologies and techniques
·  Excellent presentation skills
·  Positive outlook, Motivating and inspiring
·  Strong organizational skills
·  Ability to prioritize and multi-task
·  Prefer Bachelor's degree or equivalent