Sales Performance Coach

Job Req ID: 30886

Posting Date: 13 Apr 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 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.

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.

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.