AM - Sales Trainer

Tech Mahindra; Pune District, Mumbai; On-site; INR 1,200,000 - 2,000,000; Full time

Job summary

Tech Mahindra seeks an AM Sales Trainer/Quality to lead onboarding for Inside Sales, drive quality governance, and coach the team in BANT, CRM usage, and sales processes. You will design playbooks, run mock calls, and deliver measurable improvements in call quality and conversion metrics.

The role emphasizes standardized quality frameworks, coaching priorities, and collaboration with Sales Managers to uplift performance and campaign readiness across Mumbai and Pune locations.

Qualifications

• 3–6 years of experience in Inside Sales, B2B Sales, Training, Quality, or Sales Enablement.
• Minimum 1–2 years in a Training, Quality, Team Lead, or Coaching role.
• Strong understanding of B2B Inside Sales, sales funnels, conversion metrics, and qualification.
• Experience in call auditing and quality frameworks.
• Strong analytical, reporting, communication, presentation, and coaching skills.
• Good understanding of CRM and sales productivity tools.

Responsibilities

• Design and deliver onboarding programs for new Inside Sales hires.
• Conduct refresher training on products, sales pitch, objection handling, BANT, CRM, and sales processes.
• Develop and maintain sales playbooks, call guides, scripts, and learning materials.
• Conduct mock calls, role plays, assessments, and readiness certifications.
• Identify skill gaps and create targeted training and improvement plans.
• Establish and maintain a standardized Inside Sales Quality Framework and Scorecard.
• Conduct regular audits of sales calls, emails, and prospect interactions.
• Evaluate pitch quality, discovery, BANT/qualification, objection handling, and process adherence.
• Provide structured feedback and identify recurring quality gaps.
• Publish weekly/monthly quality reports with key trends and recommended actions.
• Partner with Sales Managers to improve individual and team performance.
• Use quality and performance data to identify coaching priorities.
• Conduct structured coaching and follow-up assessments.
• Develop improvement plans for underperforming team members.
• Identify successful sales practices and standardize them across the team.
• Improve sales scripts, messaging, objection handling, and outreach approaches.
• Support new campaign launches through training and readiness sessions.
• Ensure adherence to qualification and meeting-quality standards.
• Monitor CRM hygiene and process compliance.
• Recommend improvements based on performance trends and field feedback.

Skills

Coaching

Training design

Quality assurance

CRM

Data analysis

Presentation

Stakeholder mgmt

Call auditing

BANT

Tools

Salesforce

CRM tools

Job description

Designation: AM Sales Trainer/Quality

Location: Mumbai Malad or Pune Yerwada

Sat Sun fixed off

Key Responsibilities

1. Training & Capability Development

• Design and deliver onboarding programs for new Inside Sales hires.
• Conduct refresher training on products, sales pitch, objection handling, BANT, CRM, and sales processes.
• Develop and maintain sales playbooks, call guides, scripts, and learning materials.
• Conduct mock calls, role plays, assessments, and readiness certifications.
• Identify skill gaps and create targeted training and improvement plans.

2. Quality Assurance & Governance

• Establish and maintain a standardized Inside Sales Quality Framework and Scorecard.
• Conduct regular audits of sales calls, emails, and prospect interactions.
• Evaluate pitch quality, discovery, BANT/qualification, objection handling, and process adherence.
• Provide structured feedback and identify recurring quality gaps.
• Publish weekly/monthly quality reports with key trends and recommended actions.

3. Coaching & Performance Improvement

• Partner with Sales Managers to improve individual and team performance.
• Use quality and performance data to identify coaching priorities.
• Conduct structured coaching and follow-up assessments.
• Develop improvement plans for underperforming team members.
• Identify successful sales practices and standardize them across the team.

4. Sales Enablement & Process Improvement

• Improve sales scripts, messaging, objection handling, and outreach approaches.
• Support new campaign launches through training and readiness sessions.
• Ensure adherence to qualification and meeting-quality standards.
• Monitor CRM hygiene and process compliance.
• Recommend improvements based on performance trends and field feedback.

Qualifications & Experience

• 3-6 years of experience in Inside Sales, B2B Sales, Training, Quality, or Sales Enablement.
• Minimum 1-2 years in a Training, Quality, Team Lead, or Coaching role.
• Strong understanding of B2B Inside Sales, sales funnels, conversion metrics, and qualification.
• Experience in call auditing and quality frameworks.
• Strong analytical, reporting, communication, presentation, and coaching skills.
• Good understanding of CRM and sales productivity tools.

Key Competencies

• Coaching & Mentoring
• Training & Facilitation
• Quality Governance
• Sales Process Excellence
• Data-Driven Decision Making
• Analytical Thinking
• Communication & Presentation
• Stakeholder Management
• Ownership & Accountability

Success Metrics

• Improvement in team conversion and qualified-meeting rates
• Improvement in call-quality scores
• Higher BANT and qualification adherence
• Reduction in quality and process deviations
• Reduction in new-hire ramp-up time
• Improvement in performance following coaching interventions
• Improved meeting and pipeline quality
• Consistent adoption of sales best practices

Role Impact

Success in this role will be measured by the business impact of training, coaching, and quality interventions, rather than the number of sessions or audits completed.

The objective is to create a continuous improvement cycle:

Identify Gaps Coach Measure Improvement Standardize Best Practices