JOB DESCRIPTION

Position: Training Manager – Sales & Business Development

Company: Perpex Insights LLP

Department:Training & Development

Reporting To: Senior Management
Employment Type:Full-Time

1. Role Overview

The Training Manager – Sales & Business Development will be responsible for designing, developing and delivering structured sales training programmes for Perpex Insights' in-house sales team and the sales teams of its consulting clients.

The role requires strong practical expertise in sales processes, lead management, customer engagement, objection handling, negotiation, sales conversion and deal closure.

The individual will be responsible for identifying sales competency gaps, conducting sales call audits, improving individual and team performance, and implementing continuous training interventions to achieve measurable improvements in sales productivity and revenue generation.

The ideal candidate should possess a combination of hands-on sales experience, sales team management capabilities, training expertise and a strong understanding of performance-driven sales environments.

2. Key Roles & Responsibilities

A. Sales Training & Capability Development

- Design and deliver structured sales training programmes for in-house and client-side sales teams.

- Develop training modules covering the complete sales cycle, from lead generation to final closure.

- Train sales executives on prospecting, lead qualification, customer engagement and follow-up strategies.

- Provide practical training on sales pitching, presentation, negotiation and objection handling.

- Conduct role-play sessions, mock sales calls and practical sales simulations.

- Develop customised training programmes based on individual and organisational sales requirements.

- Conduct induction and onboarding training for newly recruited sales executives.

B. Sales Closure & Conversion Management

- Develop strong sales closure capabilities within the sales team.

- Train employees on different sales closing techniques and conversion strategies.

- Guide sales executives in handling customer objections, pricing concerns and decision-making barriers.

- Analyse unsuccessful sales conversations and identify reasons for lost opportunities.

- Provide practical guidance on converting interested prospects into paying customers.

- Improve follow-up strategies and ensure effective pipeline management.

- Coach sales executives on upselling, cross-selling and revenue generation opportunities.

C. Sales Call Auditing & Quality Assessment

- Conduct regular audits of recorded and live sales calls.

- Evaluate calls based on communication, opening statements, requirement identification, product pitching, objection handling, follow-up and closing techniques.

- Develop standard sales call audit parameters and evaluation formats.





- Identify individual sales competency gaps through call assessments.

- Provide structured feedback and corrective coaching to sales executives.

- Maintain individual call audit reports and track improvements.

- Conduct periodic call quality reviews to ensure consistency in sales communication.

D. Sales Performance Analysis & Improvement

- Analyse sales performance indicators, including calls, connections, meetings, follow-ups, proposals and closures.

- Identify performance gaps and recommend suitable training interventions.

- Coordinate with Sales Managers and Team Leaders to understand operational challenges.

- Monitor the impact of training on sales productivity and conversion rates.

- Develop individual improvement plans for underperforming sales executives.

- Conduct regular refresher training and performance improvement sessions.

E. Client-Side Sales Training & Consulting Support

- Understand the client's business model, products, services and sales process before conducting training.

- Assess the existing sales team's capabilities and identify training requirements.

- Develop customised training programmes aligned with client business objectives.

- Conduct online and offline training sessions for client-side sales teams.

- Support clients in establishing structured sales processes and standard sales practices.

- Conduct post-training assessments and monitor implementation.

- Submit training reports, call audit findings and performance improvement recommendations to management and clients.

- Coordinate with the consulting and implementation teams to ensure effective execution of sales development initiatives.

F. Training Documentation & Development

- Prepare structured training materials, presentations, sales manuals and assessment formats.

- Develop standard operating procedures for sales training and call auditing.

- Maintain training attendance, assessment scores and feedback records.

- Prepare weekly and monthly training performance reports.

- Continuously update training content based on market trends, sales challenges and client requirements.

3. Key Performance Areas (KPAs)

1. Sales Training Delivery – Quality, consistency and effectiveness of training programmes.

2. Sales Conversion Improvement – Improvement in lead-to-meeting and meeting-to-closure conversion.

3. Call Audit & Quality Management – Regularity, accuracy and effectiveness of sales call audits.

4. Sales Team Capability Development – Improvement in individual sales competencies.

5.



Client Training Delivery – Successful execution of customised client-side training programmes.

6. Training Effectiveness – Measurable improvement in sales performance after training.

7. Reporting & Documentation – Timely submission of training reports, audit reports and improvement plans.

4. Key Performance Indicators (KPIs)

- Completion of planned training sessions as per the monthly training calendar.

- Achievement of monthly sales training targets.

- Regular completion of individual sales call audits.

- Improvement in call quality and sales communication scores.

- Improvement in sales conversion and closure rates.

- Reduction in recurring sales errors and process deviations.

- Completion of post-training assessments.

- Timely submission of training and call audit reports.

- Client satisfaction with training quality and delivery.

- Measurable improvement in the performance of trained sales teams.

5. Educational Qualifications

- Bachelor's degree in Business Administration, Marketing, Management or a related discipline.

- MBA in Marketing, Sales or Business Management will be an added advantage.

6. Experience Requirements

- Minimum 4–6 years of overall professional experience in sales, business development or sales management.
- Minimum 2–3 years of hands-on experience in sales training, team coaching or sales performance development.
- Experience in handling sales teams and achieving business targets.

- Practical exposure to sales closures, negotiation and objection handling.

- Experience in sales call auditing and performance assessment.

- Experience in consulting, training or working with multiple business sectors will be an added advantage.

7. Required Skills & Competencies

- Strong sales knowledge and practical selling experience.

- Excellent sales training and coaching abilities.

- Advanced knowledge of sales closure techniques.

- Robust sales call auditing and evaluation skills.

- Excellent communication and presentation skills.

- Analytical thinking and performance assessment capabilities.

- Ability to identify and address sales competency gaps.

- Strong interpersonal and team management skills.

- Ability to conduct engaging offline and online training sessions.

- Proficiency in CRM systems, MS Excel and sales reporting tools.

- Ability to work with multiple teams and client organisations.

8. Expected Outcomes

The Training Manager is expected to:

- Build a competent and performance-driven in-house sales team.

- Strengthen the sales capabilities of Perpex's consulting clients.

- Establish a structured sales training and call auditing framework.

- Improve sales communication, customer engagement and closure capabilities.

Pay: ₹20,000.00 - ₹25,000.00 per month

Benefits:

- Paid sick time

Work Location: In person

📌 Trainer Manager (Kozhikode)
🏢 Perpex Insights
📍 Kozhikode