Coaching and Training

• Conduct hands on coaching sessions with Sales staff in order to optimize new business conversion and the growth of existing client portfolios.
• Monitor the Sales’ staff new business interaction with clients and propose relevant training to improve the quality of client interaction and strategic sales capabilities.
• Provide guidance and assistance to the relevant managers and staff in developing individual coaching plans to enhance strategic sales skills and new business conversion.
• Develop the relevant sales effectiveness training material and proactively identify any training and coaching needs through various mechanisms.
• Collaborate with the training team to ensure that the training material is on par with the required standards of quality and aligned with the latest product specifications.
• Engage with the learning and development team to assist with internal training programs.
• Assist and oversee the on-boarding process for new employees in the various companies;
• Provide training to new and current employees in the sales department on key performance areas respective to each position;
• Identify the key performance indicators for the team to ensure effective development, coordination and presentation of the training programmes.
• Ensure that the learner experience is maintained at a high standard and that the overall objectives of the training is achieved.
• Onboard new staff to ensure client engagement is of high standard.
• Collaborate with the training team to ensure that training schedules, quizzes and assessments for new employees are scheduled;
• Collaborate with the training team to ensure that quizzes and assessments are completed and determine the competency achieved;
• Identify current employees who require additional training and schedule accordingly;
• Provide training of new business practices and strategies to current and new Sales employees;
• Compile a monthly Sales performance report.
• Provide lead generation training to Sales team to ensure that employees are able to generate self-sourced, qualified leads and efficiently build a sales funnel.

Sales Engagement

• Ensure to have debriefing sessions with Sales staff after client meetings and guide them to improve engagement techniques and any shortcomings.
• Involvement in new project rollouts – understanding the scope of the project; compiling/documenting standard operating procedures and training manuals where applicable and facilitation of the subsequent coaching or training sessions required.
• Monitor client satisfaction and propose possible solutions and processes for improvement.
• Perform regular gap analysis, addressing findings and recommending necessary training solutions.
• Customize the sales strategy and approach for the various clients and oversee the implementation thereof.
• Work closely with the Human Capital team to define and assess pre-employment assessments.
• Participate in the recruitment and interview process in order to identify suitable candidates that align to the sales environment.

Performance Management

• Continuously evaluate employees’ performance after each coaching intervention.
• Share monthly and quarterly reports with all stakeholders on the impact of implemented training initiatives.
• Monitor sales performance and set out goals in order to achieve conversion rates.
• Engage in regular feedback mechanisms with all relevant stakeholders to determine the quality of training and coaching provided and proactively take steps to continuously improve the technical sales training service delivery.
• Ensure new business call targets are met;
• Monitor new business calls to ascertain whether employees are achieving their targets;
• Monitor new business calls, signed new business agreements and renewals in collaboration with the Customer Marketing Manager to ensure that employees meet their targets.
• Monitor and evaluate the overall performance of Sales staff in collaboration with HR and provide feedback based on strategic sales capabilities in appraisals.

Client Management

• Collaborate with the Client Account Director and Sales and Training Director, on any client related matters in terms of resolving client queries and best practices in terms of client liaison and advise teams accordingly;
• Collaborate with the Client Account Director and Sales and Training Director, in terms of proper client response to complaints and comments on Social Media platforms and advise teams accordingly;
• Ensure collaboration that client maintenance is adequate and that Sales employees conduct regular training sessions;
• Collaborate and guide Sales employees with regards to client complaints to ensure retention of clients.

Stakeholder Interaction

• Communicate relevant Sales and client information between departments as required;
• Provide relevant feedback to the Managing Director as required;
• Communicate any employee conduct, performance or personal employee matters to HR;
• Monitor and provide feedback on the various communication platforms to ensure relevant stakeholders stay informed.