The Sales Coach is responsible for driving sales performance through structured coaching, skill development, and continuous reinforcement of sales best practices. This role leads onboarding and ongoing training initiatives, conducts quality evaluations, and partners with Sales Leadership to improve close rates, pipeline discipline, and revenue outcomes. The Sales Coach serves as a trusted consultant to the sales team, providing real-time guidance, performance feedback, and strategic development support.
Responsibilities
Onboarding & Training
- Lead new hire onboarding, focusing on communication, sales fundamentals, and quality customer interactions
- Reinforce learning during and after nesting to ensure confidence and consistency
- Facilitate product, pricing, and sales messaging refreshers
- Design engaging training programs using role play, gamification, and simulations
- Identify training needs via call observations, performance analysis, and sales reports
Coaching & Performance Development
- Conduct regular coaching on discovery, value articulation, objection handling, negotiation, renewals, and closing techniques
- Perform call audits and quality evaluations to pinpoint performance gaps
- Deliver structured one-on-one and group coaching tailored to improvement areas
- Track individual progress against performance goals
- Provide guidance and act as a consultant for sales representatives
- Foster open communication and strong relationships with the sales team
Sales Quality & Alignment
- Lead call calibrations with Sales Leadership to align quality standards with revenue goals
- Ensure CRM accuracy and pipeline discipline for reliable forecasting
- Support agents in complex or escalated conversations
- Collaborate with Sales Leaders, Trainers, and QA to maintain coaching consistency
Performance Analysis & Strategy
- Use reports and dashboards to track trends and refine coaching strategies
- Align coaching methods with company objectives and sales strategies
- Implement standardized sales coaching practices
- Recommend improvements to compensation or incentives to boost motivation
Qualifications
- Bachelors degree in Sales, Human Resources, Training, or a related field
- Proven experience in sales training and development (preferably in Tech, Telco, or Retail)
- At least 3 years of experience as a Sales Coach, Trainer, or similar role
- Certifications in Training and Development are a plus
- Excellent written and verbal communication skills, including stakeholder engagement
- Strong relationship-building skills in fast-paced environments
- Solid analytical and project management abilities
- Experience with email marketing, automation, CRM platforms, funnels, landing pages, and paid ads (Meta, Google, etc.)
- Data-driven mindset with the ability to analyze performance and optimize strategies
