Primary Objective
To design and deliver product-specific sales training programs that enable agents to effectively generate leads, convert opportunities, and achieve revenue targets.
Training Scope
Covers inbound/outbound sales, lead generation, product knowledge, CRM/ERP usage, and customer engagement strategies.
Key Responsibilities
A. Training Delivery & Facilitation
- Conduct structured onboarding sessions for new sales agents.
- Deliver advanced upskill and cross-skill training for existing agents.
- Facilitate role plays, mock calls, and real-life sales scenarios to reinforce learning.
B. Sales & Lead Generation Training
- Train agents on outbound calls, Teams messaging, and email follow-ups.
- Teach lead qualification: assessing interest, identifying decision-makers, and qualifying prospects.
- Guide agents on identifying pharmacy buyers, practice managers, and stakeholders.
- Ensure accurate CRM documentation of contact details (name, title, email, phone).
- Coach on live transfer procedures for seamless handoff of qualified leads to sales teams.
- Provide objection handling strategies and feedback capture for continuous improvement.
C. Sales Capability Development
- Train on sales techniques, including negotiation, pricing, and closing strategies.
- Improve lead-to-sale conversion rates through targeted coaching.
- Strengthen customer engagement and relationship management.
- Translate product features into value-based selling for effective product positioning.
D. Product & Process Training
- Deliver comprehensive product knowledge sessions covering full catalog and use cases.
- Train on ERP/CRM systems for quotations, lead tracking, and workflow management.
- Cover sales workflow from pre-sales to post-sales and escalation handling.
E. Performance Coaching & Monitoring
- Provide real-time feedback through call audits and performance reviews.
- Track KPIs such as conversion rates and engagement metrics.
- Identify skill gaps and implement targeted improvement plans.
F. Assessment & Certification
- Conduct quizzes, mock evaluations, and final certification to ensure readiness.
- Manage re-training programs and improvement plans for agents as needed.
G. Stakeholder Collaboration
- Collaborate with Operations to align training with business goals.
- Work with QA teams for calibration and quality audits.
Lead Generation Specialist Alignment
- Position Covered in Training: Lead Generation Specialist
- Primary Objective: Initiate contact with clinic decision-makers, generate qualified interest, and hand off warm leads to sales teams.
- Core Activities Trained: Outbound calls, Teams messaging, email outreach, lead qualification, live transfers.
- Data Management: Ensure accurate documentation of contact details and lead status.
- Feedback Loop: Capture reasons for non-conversion to support continuous improvement.
Success Metrics / KPIs
- Training Completion Rate: % of agents completing training successfully
- Certification Pass Rate: % of agents certified
- Conversion Rate: Lead-to-qualified-opportunity conversion rate
- Trainer Effectiveness: Improvement in agent performance post-training
- Sales Performance Impact: Increase in revenue, average order value (AOV), and engagement
Qualifications
- Experience: 24 years in Sales Training (BPO experience preferred)
- Sales Background: Strong inbound/outbound sales experience
- Industry Exposure: B2B sales preferred; healthcare exposure is a plus
- Tools: Familiarity with CRM/ERP systems
- Skills: Communication, coaching, stakeholder management
- Communication: Strong verbal and written communication skills
- Sales Coaching: Ability to train negotiation, closing, and objection handling
- Analytical Skills: Performance tracking, reporting, and gap analysis
- Facilitation: Engaging, structured, and interactive training delivery
