PRINCIPAL RESPONSIBILITIES

- Sales & Student Advisory Capability Development
- Design and deliver practical sales and student advisory training programs for Student Advisors/Admissions teams.
- Build capability across the complete student journey, from initial lead engagement through application, offer, follow-up and deposit/enrolment.
- Develop advisors' needs discovery, probing, questioning and active listening skills.
- Train advisors in consultative selling and personalized student counselling rather than transactional approaches.
- Develop capabilities around value proposition, program positioning and communicating relevant benefits to prospective students.
- Train advisors to effectively handle student and parent objections and concerns.
- Develop closing techniques and appropriate methods of creating urgency and progressing students through the funnel.
- Train advisors on effective follow-up strategies and maintaining momentum throughout the student journey.
- Use realistic student scenarios, case studies, role plays and simulations to replicate actual advisory conversations
- Product, Brand & Market Knowledge
- Develop and deliver training on university/brand propositions, programs campuses, entry requirements, student profiles and key value propositions.
- Ensure advisors understand and can effectively communicate program and institutional differentiators.
- Train teams to translate product features into relevant student perks and outcomes.
- Support training on competitive positioning and differentiating program against relevant alternatives.
- Work closely with Product, Sales, Operations and Brand stakeholders to ensure training content remains current and accurate.
- Identify product knowledge gaps that may be impacting student confidence, advisory quality or conversion.
- Sales Coaching & Call Quality
- Conduct regular coaching sessions with individual advisors and teams based on observed performance.
- Review student advisory calls and provide structured, actionable feedback.
- Identify behavioral gaps and missed sales opportunities within advisor interactions.
- Conduct call calibration and coaching sessions with Team Leaders and Managers.
- Use call recordings, quality monitoring outputs and real student scenarios to identify coaching opportunities.
- Conduct role-play and simulation sessions focused on specific performance gaps.
- Support Team Leaders and Managers in embedding post-training coaching within their teams.
- Performance & Training Needs Analysis
- Analyze sales funnel and performance data to identify capability gaps and training opportunities.
- Use business data across the student journey, including lead engagement, applications, offers and deposits/enrolments, to identify areas requiring intervention.
- Differentiate between knowledge, skill, process,



behavioral and motivational gaps before recommending a training intervention.
- Use manager feedback, call quality results, learner feedback and business performance data as inputs into training needs analysis.
- Proactively identify emerging capability gaps rather than relying solely on formal training requests.
- Training Design & Facilitation
- Design structured and engaging learning modules focused on sales, student advisory, communication, product knowledge and customer engagement.
- Deliver onboarding, refresher, upskilling and role-specific training program.
- Use experiential learning techniques including role plays, case studies, sales simulations, call listening, objection-handling exercises and scenario-based learning.
- Adapt training content according to different brands, markets, student segments and advisor experience levels.
- Deliver effective virtual and classroom-based training across different teams and time zones.
- Create practical job aids, coaching guides, call frameworks and reinforcement material where required.
- Student Support Officer & Visa Counsellor Training
- Provide secondary training support to Student Support Officers and Visa Counsellors as required.
- Deliver training around student communication, service excellence, professional communication and handling difficult student interactions.
- Support role-specific training on student journey awareness, product/process knowledge and appropriate escalation.
- Provide communication and customer-handling training for Visa Counsellors, including effective explanation of processes and managing student expectations.
- Collaborate with relevant SMEs and operational leaders when specialist or regulatory training is required.
- Coaching & Reinforcement
- Ensure training is followed by structured reinforcement and coaching.
- Partner with Team Leaders and Managers to establish post-training coaching plans.
- Develop reinforcement activities, knowledge checks and practical exercises.
- Conduct follow-up assessments to determine whether expected behaviors have been adopted.
- Identify recurring gaps and recommend additional coaching or refresher interventions.

- Stakeholder Collaboration
- Work closely with Sales Leaders, Team Leaders, Operations, Quality, Product, Brand and other relevant stakeholders.
- Partner with Team Leaders and Managers to understand team-level performance challenges.




- Work with SMEs to ensure accuracy of product, process and policy-related training.
- Position training as a performance-enablement function rather than only a classroom delivery function
- Training Effectiveness & Business Impact
- Measure training effectiveness using appropriate learning, behavioral and performance indicators.
- Apply Kirkpatrick's evaluation framework where appropriate while also assessing practical business impact.
- Track improvements in product knowledge, advisory quality, call quality, objection handling, sales behaviors, student engagement, conversion performance and time-to-competency.
- Prepare regular training effectiveness reports for relevant stakeholders.
- Use performance data and feedback to continuously improve training interventions.
- Training Operations & Governance
- Maintain training calendars and ensure timely delivery of planned interventions.
- Maintain appropriate training records, attendance and assessment results.
- Ensure learning materials are reviewed and updated in line with changes to program, processes and business requirements.
- Ensure training delivery follows organizational policies and approved processes.

KEY PERFORMANCE INDICATORS

- Training completion and participation.
- Knowledge assessment and retention.
- Improvement in call/advisory quality.
- Improvement in identified sales behaviors.
- Improvement in objection-handling and closing capability.
- Time-to-competency for new advisors.
- Post-training coaching completion.
- Improvement in individual/team performance following interventions.
- Stakeholder satisfaction with training effectiveness.
- Demonstrable contribution to improvements in student advisory and conversion performance

KEY BEHAVIOURAL COMPETENCIES

- Commercial Mindset: Understands the connection between capability, sales behavior and business performance.
- Coaching Mindset: Focuses on improving individual performance through observation, feedback, practice and reinforcement.
- Student-Centric Approach: Balances commercial objectives with the student's needs and experience.
- Influencing & Communication: Can influence advisors, Team Leaders and Managers and communicate effectively at different organizational levels.
- Analytical Thinking: Uses performance data, call insights and stakeholder feedback to identify root causes of performance gaps.
- Adaptability: Can quickly understand different brands, programmes, markets, student profiles and business requirements.
- Continuous Improvement: Constantly looks for opportunities to improve sales behaviours, training effectiveness and student experience.

Please call me between 11 and 6 p.m. at (phone hidden) HR Razvi Note: Calls will be answered only during the given time, Monday through Friday.

📌 Associate Consultant -Sales Trainer (Hyderabad)
🏢 GUS EDUCATION INDIA
📍 Hyderabad