Position: Sales Training Manager

Department: Sales / Learning & Development

Location: Ahmedabad / Onsite

Employment Type: Full time

Reports To: Head of Sales / Management

## Job Summary

We are looking for a Sales Training Manager responsible for strengthening the capabilities and performance of the sales team through structured training, regular sales-call audits, performance gap identification, and continuous coaching.

The role will focus on understanding whether sales team members are following the defined sales process, communication standards, pitching methodology, objection-handling approach, follow-up process, and conversion practices.

The Sales Training Manager will identify gaps through call audits, performance data, and individual interactions, develop targeted training programs, and ensure that the training provided translates into measurable improvement in sales performance.

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Key Responsibilities

- Sales Training & Development

Conduct regular training, refresher training, and coaching sessions for the sales team.

Prepare structured training programs based on the team's current requirements and performance gaps.

Train sales executives on:

Sales process and SOPs

Lead qualification

Client communication

Pitching and presentation

Discovery/questioning techniques

Objection handling

Negotiation skills

Follow-up methodology

Closing techniques

CRM/process compliance

Conduct onboarding training for newly joined sales employees.

Conduct refresher sessions whenever gaps or process deviations are identified.

### 2. Sales Call Auditing

Regularly audit sales calls to evaluate the quality and effectiveness of sales interactions.

Review calls to identify:

Communication gaps

Incorrect information shared with clients

Poor discovery/questioning

Weak sales pitch

Lack of product/service understanding

Improper objection handling

Missed sales opportunities

Poor follow-up commitments

Deviation from the defined sales process

Closing and conversion issues

Maintain a structured Sales Call Audit Scorecard for every audited employee.

- Performance Gap Identification The Sales Training Manager will analyse both call quality and sales performance to identify the root cause of underperformance.

For example

Low Conversion → Call Audit → Identify Gap → Training/Coaching → Re-Audit → Measure Improvement The role should distinguish between:

Knowledge gap

Skill gap





Process gap

Communication gap

Behavioural/performance gap

Product/service understanding gap

### 4. Individual Coaching & Corrective Training

Provide one-on-one coaching to sales employees based on their audit findings.

Share constructive feedback with employees and clearly explain areas requiring improvement.

Conduct targeted re-training where required.

Provide practical examples, role plays and mock calls to improve sales capability.

Re-audit calls after training to determine whether the employee has implemented the feedback.

### 5. Sales Performance Monitoring

Monitor sales performance in coordination with the Sales Manager/Team Lead.

Track whether training interventions are resulting in measurable improvement.

Compare performance before and after training.

Identify employees requiring additional coaching or performance intervention.

Escalate recurring performance or process issues to management.

### 6. Training Program Development

Prepare monthly/quarterly training calendars based on:

Call audit findings

Sales performance

Conversion ratios

Feedback from Sales Managers

Common employee mistakes

Changes in products/services

New sales processes

Client objections

Market requirements

Training programs should be data-driven rather than generic.

### 7. Reporting & Documentation

Prepare and maintain regular reports including:

Sales Call Audit Report

Individual Performance Gap Report

Training Attendance Report

Training Effectiveness Report

Employee-wise Improvement Report

Monthly Training Report

Re-training / Coaching Tracker

Pre-training vs. post-training performance analysis

Reports should clearly highlight

Employee → Gap Identified → Training Provided → Action Taken → Re-Audit → Improvement Status

### 8. Training Effectiveness The responsibility does not end with conducting training.

The Sales Training Manager must ensure that the training is implemented and reflected in actual performance.

The process should be





Audit → Identify Gap → Train → Practice → Re-Audit → Monitor → Measure Improvement

If there is no improvement after training, the concern should be highlighted to the relevant manager for further action.

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# Key Performance Indicators (KPIs)

The Sales Training Manager will be evaluated on:

Number and quality of sales calls audited

Completion of scheduled training programs

Training attendance and participation

Number of performance gaps identified

Training completion against plan

Improvement in call audit scores

Reduction in repeated sales/process errors

Improvement in sales conversion metrics

Improvement in individual sales performance after training

Effectiveness of coaching interventions

Re-training closure rate

Employee training feedback

Compliance with sales SOPs

Quality and accuracy of training/audit reports

### Key KPI

Training Effectiveness = Improvement in Sales Behaviour + Process Compliance + Call Quality + Sales Performance

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### Required Skills & Experience

3+ years of experience in Sales Training, Sales Coaching, Quality Auditing, L&D;, or Sales Enablement.

Strong understanding of sales processes and sales methodologies.

Experience in sales call auditing and performance analysis.

Excellent communication and presentation skills.

Strong analytical and observation skills.

Ability to identify the root cause of sales performance issues.

Strong coaching and mentoring capability.

Ability to conduct role plays, mock calls and practical training sessions.

Good knowledge of CRM and sales reporting systems.

Strong documentation and reporting skills.

### Preferred

Experience in IT Services / Digital Marketing / Recruitment / B2B Services / Agency Sales will be an advantage.

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# Core Competencies

Sales Coaching

Training & Facilitation

Call Auditing

Performance Analysis

Gap Identification

Process Compliance

Communication Skills

Objection Handling

Sales Methodology

Data Analysis

Feedback & Coaching

Training Program Design

Reporting & Documentation

### Role Objective

> The Sales Training Manager is responsible not just for conducting training, but for ensuring that the sales team understands the process, applies it correctly, improves call quality, and ultimately demonstrates measurable improvement in sales performance.

Please share your resume at [email protected]

📌 Sales Trainer (Ahmedabad)
🏢 AIS Technolabs
📍 Ahmedabad