Sales Performance Coach

BT Group; Southampton; On-site; GBP 50,000 - 70,000; Full time

Job summary

BT Group seeks a Sales Capability Trainer to strengthen sales teams through accredited methodologies and coaching. Your role will involve planning and delivering effective training interventions, mentoring at all levels, and ensuring the integration of learning into daily sales practices. Join a diverse team dedicated to building secure business solutions globally.

Qualifications

• Experience across the end-to-end learning cycle for structured learning journeys.
• Proven track record measured up to Kirkpatrick Level 4/5.

Responsibilities

• Partner with teams to establish Business Unit capability plans.
• Deliver accredited sales methodologies and account planning tools.
• Conduct coaching and interventions for sales professionals.

Skills

Sales capability understanding

Facilitation expertise

Coaching impact assessment

Behavioural development

Network in sales performance

Education

Accredited in leading B2B sales methodologies

Accredited in account planning methodologies

Job description

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•Partner with Sales Units, Learning Managers, and Commercial teams to establish local Business Unit (BU) capability plans.
•Deliver accredited sales methodologies (BT Way of Selling)and account planning tools (Altify).
•Conduct interventions through physical and virtual modalities, catering to both one-on-one and group sessions as needed.
•Support, coach, and mentor sales professionals at all levels, from Directors down.
•Drive the transfer of learning into BAU sales practices, ensuring effective embedding and sustained learning.
•Provide targeted deal coaching support to help sellers structure and land complex, value-driven sales deals.
•Collaborate with the Learning Manager to recommend broader capability program initiatives.
•Analyse balanced scorecards across sales performance, behaviours, and system adoption to inform local capability plans.
•Stay up to date with the latest trends in sales capability and performance, bringing in external insights to drive continuous improvement.
•Work closely with key vendors to enhance skills, best practices, and the evolution of sales methodologies.
•Mentor Operational Trainers to ensure proficiency in methodology and IP delivery.
•Act as a subject matter expert in designing learning interventions within relevant areas of expertise.
•Support Marketing, Product, and Propositions teams in enhancing their proficiency and applying IP to develop marketing and enablement collateral.

The skills you'll need to succeed

•Deep understanding of sales capability, key levers, and the associated behavioural psychology.
•Expertise in facilitating sales methodology and behavioural development programs at Director/Head level.
•Proven track record of demonstrating the impact of learning and coaching, measured up to Kirkpatrick Level 4/5.
•Experience across the end-to-end learning cycle, including the creation of structured learning journeys (e.g., classroom-based, virtual, digital, manager-led, and targeted coaching).
•Accredited in leading B2B sales methodologies (e.g., Huthwaite, Corporate Visions).
•Accredited in leading account planning methodologies and systems (e.g., Altify, Salesforce).
•Strong external network in the domain of sales performance.
•Experienced B2B sales professional with expertise in mid-market, public sector, and sales enablement operations.

With over 175 years of heritage, BT is now the flagship business brand of BT Group. We’ve brought together our best people and capabilities into a B2B powerhouse serving 1.2 million business customers internationally. We’re a global leader for secure connectivity and collaboration platforms for businesses of all shapes and sizes, from big household names and government departments, right through to sole traders and new start-ups. But it’s not just the technology that matters, it’s what it can do to help them build stronger, smarter, more secure businesses. We value diversity and inclusion and believe in making a positive impact. We connect for good by championing digital inclusion and equipping people, businesses, and communities with digital skills to thrive. As a member of our team, you will be part of an organisation that celebrates difference, fosters innovation and provides you with opportunities to be your best. With millions of businesses relying on us daily, joining BT means you can be part of a diverse and multi-skilled team that makes a significant impact to society.

What you’ll be doing

•Partner with Sales Units, Learning Managers, and Commercial teams to establish local Business Unit (BU) capability plans.
•Deliver accredited sales methodologies (BT Way of Selling)and account planning tools (Altify).
•Conduct interventions through physical and virtual modalities, catering to both one-on-one and group sessions as needed.
•Support, coach, and mentor sales professionals at all levels, from Directors down.
•Drive the transfer of learning into BAU sales practices, ensuring effective embedding and sustained learning.
•Provide targeted deal coaching support to help sellers structure and land complex, value-driven sales deals.
•Collaborate with the Learning Manager to recommend broader capability program initiatives.
•Analyse balanced scorecards across sales performance, behaviours, and system adoption to inform local capability plans.
•Stay up to date with the latest trends in sales capability and performance, bringing in external insights to drive continuous improvement.
•Work closely with key vendors to enhance skills, best practices, and the evolution of sales methodologies.
•Mentor Operational Trainers to ensure proficiency in methodology and IP delivery.
•Act as a subject matter expert in designing learning interventions within relevant areas of expertise.
•Support Marketing, Product, and Propositions teams in enhancing their proficiency and applying IP to develop marketing and enablement collateral.

The skills you'll need to succeed

•Deep understanding of sales capability, key levers, and the associated behavioural psychology.
•Expertise in facilitating sales methodology and behavioural development programs at Director/Head level.
•Proven track record of demonstrating the impact of learning and coaching, measured up to Kirkpatrick Level 4/5.
•Experience across the end-to-end learning cycle, including the creation of structured learning journeys (e.g., classroom-based, virtual, digital, manager-led, and targeted coaching).
•Accredited in leading B2B sales methodologies (e.g., Huthwaite, Corporate Visions).
•Accredited in leading account planning methodologies and systems (e.g., Altify, Salesforce).
•Strong external network in the domain of sales performance.
•Experienced B2B sales professional with expertise in mid-market, public sector, and sales enablement operations.

With over 175 years of heritage, BT is now the flagship business brand of BT Group. We’ve brought together our best people and capabilities into a B2B powerhouse serving 1.2 million business customers internationally. We’re a global leader for secure connectivity and collaboration platforms for businesses of all shapes and sizes, from big household names and government departments, right through to sole traders and new start-ups. But it’s not just the technology that matters, it’s what it can do to help them build stronger, smarter, more secure businesses. We value diversity and inclusion and believe in making a positive impact. We connect for good by championing digital inclusion and equipping people, businesses, and communities with digital skills to thrive. As a member of our team, you will be part of an organisation that celebrates difference, fosters innovation and provides you with opportunities to be your best. With millions of businesses relying on us daily, joining BT means you can be part of a diverse and multi-skilled team that makes a significant impact to society. A FEW POINTS TO NOTE: Although these roles are listed as full-time, if you’re a job share partnership, work reduced hours, or any other way of working flexibly, please still get in touch. We will also offer reasonable adjustments for the selection process if required, so please do not hesitate to inform us. DON'T MEET EVERY SINGLE REQUIREMENT? Studies have shown that women and people who are disabled, LGBTQ+, neurodiverse or from ethnic minority backgrounds are less likely to apply for jobs unless they meet every single qualification and criteria. We're committed to building a diverse, inclusive, and authentic workplace where everyone can be their best, so if you're excited about this role but your past experience doesn't align perfectly with every requirement on the Job Description, please apply anyway - you may just be the right candidate for this or other roles in our wider team.