The Sales Team Leader, the glue that holds the sales team together, provides motivation to the team to reach sales goals. The work environment is often fast-paced, and the team leader is often moving from one task to another, answering questions, holding meetings, delegating tasks, and acting as a voice encouragement. 

GOALS

• Improve how we sell 

• Improve sales team CRM hygiene 

• Increase activity in outbound

• Improve effectiveness of top Consultants 

RESPONSIBILITIES

• Develop and implement training on CRM, leads generation, and conversion, as well as bi-annual sales training

• Improve the quality of the sales associates as a quality assurance agent monitoring and coaching the Sales Representatives

• Improve presentation decks  to be used by the team per segment 

• Help the Sales Manager in developing marketing and sales strategies to ensure sales targets are met for maximum penetration and continuous sales opportunities

• Oversee day-to-day operation

• Discover training needs and provide coaching

• Listen to team members’ feedback and resolve any issues or conflicts 

• Assist Sales Manager to train and appraise individual team members to ensure targets are met

• Assist in development and preparation of the organisation’s sales strategy and general business planning

• Suggest and organize team building activities

• Recruiting and training new sales staff, assigning specific tasks to other sales team members, and monitoring the team’s sales performance

• Assisting with the selling of our business’ products and services to maximize sales

• Motivating the sales team and creating an atmosphere of healthy competition among the staff

• Keeping informed of new products and services

• Delegate authority and responsibility to team with supervision, accountability and review

• Set an example for team members of commitment, sales activities, work ethics and habits and personal character 

• Set sales targets and motivate the sales team 

• Assist Managers in sales strategy development 

• Meet your own sales targets and the team as a whole

• From time to time, you may be expected to be part of special projects as are reasonably required of your job role 

QUALIFICATIONS:

• A Bachelor’s or Associate’s Degree in Sales, Marketing or a related field

• At least 3 years in sales

• Strong sales ability, business acumen, and commercial awareness

• Excellent communication, interpersonal, and customer service skills

• Strong leadership abilities

• Good time management, strategic planning, and organizational skills

KEY PERFORMANCE INDICATOR (KPI)
Sales Coach (New Business)

Formula

Weight

Source

100% Sales Target Attainment 

(measure & compare current sales to a target)

New Wins MTD vs Quota MTD or win previous MTD

30%

Hubspot

*Sales Closing Ratio 

(measure how well an individual closes an account)

At least 10% Conversion Rate on New Business & Upsell

30%

*CRM Data Hygiene

(measure cleanliness and organization of data resulting in improving sales efforts)

On time data collection and accurate update

20%

Activity Goals vs Activity Results 

(measure how individuals are performing over a period of time compared to their target activity goals)

Calls: 160

Emails: 100

Meetings: 8

LinkedIn Post: 4/mo

10%

100% Sales Probability Forecast 

(measure possible future values of sales in terms of a likely sales level and worst-case and best-case scenario)

Deals committed on the 1st and 3rd week of the month

10%