Sales Performance Coach
Job Req ID: 38629
Posting Date: 2 Sep 2024
Function: Sales and Commercial
Unit: Business
Location:
38 Nehru Place, New Delhi, India
Salary: Competitive
Why this job matters
Having the strongest sales capapbility across our sales professional community is key to BT Business success. We need sales professionals who are experts in our chosen sales methodologies, account planning activity, and construct of deals in order to achieve our ambitious growth plans. The focus of this role is to provide performance support for our Global, Corporate & Public Sector, Wholesale & ROI sales colleagues. Through effective delivery of sales training, performance coaching, and deal coaching this role will ensure we have the most capapble sales professionals and sales managers. Developing trusted relations with Sales Directors. Senior Managers, Learning Managers & Commercial Partners the role will deliver targeted capability interventions than span across the lifecycle of a senior sales professional (Onboarding, new proposition launches, capability / performance uplift) contributing to the achievement of individual, team, and regional sales targets.
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
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 required
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
About us
BT is part of BT Group, along with EE, Openreach, and Plusnet.
Millions of people rely on us every day to help them live their lives, power their businesses, and keep their public services running. We connect friends to family, clients to colleagues, people to possibilities. We keep the wheels of business spinning, and the emergency services responding.
We value diversity and celebrate difference. We embed diversity and inclusion into everything that we do. It's fundamental to our purpose: we connect for good.
We all stick to the same values: Personal, Simple, and Brilliant. From day one, you'll get stuck in to tough challenges, pitch in with ideas, make things happen. But you won't be alone: we'll be there with help and support, learning and development.
This is your chance to make a real difference to the world: to be part of the digital transformation of countless lives and businesses. Grab it.
A FEW POINTS TO NOTE:
Although these roles are listed as full-time, if you're a job share partnership, work reduced hours, or any other way of working flexibly, please still get in touch.
We will also offer reasonable adjustments for the selection process if required, so please do not hesitate to inform us.
DON'T MEET EVERY SINGLE REQUIREMENT
Studies have shown that women and people who are disabled, LGBTQ+, neurodiverse or from ethnic minority backgrounds are less likely to apply for jobs unless they meet every single qualification and criteria. We're committed to building a diverse, inclusive, and authentic workplace where everyone can be their best, so if you're excited about this role but your past experience doesn't align perfectly with every requirement on the Job Description, please apply anyway - you may just be the right candidate for this or other roles in our wider team.
