Sales Trainer

Excellent — below is a complete, *integrated framework for Sales Trainer & Sales Auditor*, built to fit seamlessly into your Mentor FMS structure.

Each role includes *JD (Job Description), **JS (Job Specification), and **KRA (Key Result Areas)* aligned to your Sales Training & Audit systems.

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# 🔷 *1️⃣ JOB DESCRIPTION (JD) – SALES TRAINER*

### *Position Title:* Sales Trainer

*Department:* Sales Excellence / HR Development

*Reports To:* CMD / HOD – Sales

*Location:* HO (Dehradun) + Field sites (as required)

### *Primary Purpose*

To design, implement, and continuously improve Mentor’s sales training and re-training programs ensuring that every salesperson is field-ready, confident, and compliant with FMS processes.

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### *Key Responsibilities*

| *Area*                 | *Responsibilities*                                                                                     |

| ----------------------------------------- | --------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------------- |

| *Training Module Development*      | - Develop structured Sales Training Modules (manuals + videos).<br>- Update scripts, objection-handling, and product pitch decks quarterly.<br>- Collaborate with HODs for technical updates. |

| *Sales Induction Program*        | - Conduct 3–5 day training for new hires.<br>- Coordinate with HR for induction materials.<br>- Certify “Field Ready” status post-assessment.                         |

| *Re-Training (R.T.) Program*      | - Identify low-performing salespersons via MIS and MeCA.<br>- Conduct diagnosis, retraining, and evaluation sessions.<br>- Maintain individual R.T. reports and video logs.          |

| *Skill Workshops & Continuous Learning* | - Run weekly SSG (Sales Skill Growth) sessions.<br>- Organize monthly skill micro-modules (Negotiation, Closing, Communication).                               |

| *Audit & Evaluation*          | - Audit call recordings, presentation videos, and CRM data for training compliance.<br>- Score performance using standard checklists.                             |

| *Reporting & MIS*            | - Maintain training attendance, scores, and dashboard data.<br>- Submit weekly report to CMD / HOD.<br>- Ensure 100% documentation in FMS.                          |

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# 🔷 *2️⃣ JOB SPECIFICATION (JS) – SALES TRAINER*

| *Parameter*     | *Specification*                                |

| ---------------------- | ------------------------------------------------------------------------------- |

| *Qualification*   | Graduate / MBA in Marketing or HR preferred                   |

| *Experience*     | 3–6 years in Sales Training (preferably B2B, Water/Solar/Engineering Industry) |

| *Core Skills*    | Sales Process Knowledge, Communication, Objection Handling, Negotiation     |

| *Technical Skills*  | CRM (Zoho / Salesforce / Google Sheet based), Video Training Tools       |

| *Behavioral Traits* | Motivator, Analytical Thinker, Patience, Integrity, Team Builder        |

| *Other Requirements* | Willingness to travel for site-level audits/training; fluent in Hindi & English |

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# 🔷 *3️⃣ KEY RESULT AREAS (KRA) – SALES TRAINER*

| *KRA Area*          | *KPI / Deliverable*                 | *Target / Benchmark* | *Measurement Source* |

| ------------------------------- | ----------------------------------------------------- | ---------------------- | ---------------------- |

| *Training Completion*     | Induction program completion within 7 days of joining | 100%          | HR joining sheet    |

| *Re-Training Success Rate*  | Trainees scoring ≥40/60 in first cycle        | ≥80%          | R.T. evaluation sheet |

| *Skill Growth Sessions (SSG)* | Weekly sessions conducted               | 4/month        | SSG calendar      |

| *Audit Accuracy*       | Number of audits & reports verified          | 100% coverage     | FMS & CRM records   |

| *Trainer Score Feedback*   | Avg trainee feedback score              | ≥4.5/5         | Post-training survey  |

| *Process Compliance*     | FMS & documentation completion            | 100%          | Internal audit     |

| *Content Development*     | Updated modules & videos uploaded           | 1 per month      | Training library log  |

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# 🔷 *4️⃣ JOB DESCRIPTION (JD) – SALES AUDITOR*

### *Position Title:* Sales Auditor

*Department:* Sales Excellence / Quality Control

*Reports To:* CMD / HOD – Sales

*Location:* HO (Dehradun) + Site audits (as per plan)

### *Primary Purpose*

To audit, evaluate, and ensure the quality, integrity, and compliance of all sales calls, meetings, CRM entries, and training effectiveness under Mentor’s Sales FMS.

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### *Key Responsibilities*

| *Area*            | *Responsibilities*                                                            |

| ------------------------------ | ------------------------------------------------------------------------------------------------------------------------------------------ |

| *Sales Audit Execution*   | - Conduct random audits on call recordings, CRM entries, and field visits.<br>- Identify deviations in pitch, follow-up, or documentation. |

| *Performance Monitoring*   | - Track MeCA scores, Funnel drops, and Conversion ratios.<br>- Flag underperformance to Sales Trainer for R.T. program.          |

| *Audit Reporting*      | - Prepare weekly and monthly Sales Audit Reports.<br>- Submit non-compliance summary to CMD & HR.<br>- Maintain digital audit logs.    |

| *Training Validation*    | - Audit post-training effectiveness (call score improvement).<br>- Validate if training implementation reflects in MIS.          |

| *Compliance & Documentation* | - Ensure CRM entries are as per SOP.<br>- Check if quotation, follow-up, and client notes are complete.                  |

| *Coordination*        | - Work with Sales Trainer, SC, and HOD for process correction.<br>- Recommend corrective actions & retraining needs.            |

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# 🔷 *5️⃣ JOB SPECIFICATION (JS) – SALES AUDITOR*

| *Parameter*     | *Specification*                      |

| ---------------------- | ------------------------------------------------------------ |

| *Qualification*   | Graduate / MBA (Sales / Operations)             |

| *Experience*     | 4–8 years in Sales Operations / Audit / CRM analysis     |

| *Core Skills*    | Analytical Thinking, Attention to Detail, CRM Proficiency  |

| *Technical Skills*  | CRM & Data Analytics (Excel / Google Sheets / Power BI)   |

| *Behavioral Traits* | Integrity, Objectivity, Communication Skills, Process-Driven |

| *Other Requirements* | Must maintain confidentiality; report directly to CMD    |

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# 🔷 *6️⃣ KEY RESULT AREAS (KRA) – SALES AUDITOR*

| *KRA Area*         | *KPI / Deliverable*             | *Target / Benchmark* | *Measurement Source* |

| ----------------------------- | ---------------------------------------------- | ---------------------- | ---------------------- |

| *Audit Coverage*      | Sales calls / CRM entries audited per week   | ≥10 per person     | Audit logbook     |

| *Accuracy of Audit Reports* | Correct deviations reported          | ≥95%          | HOD verification    |

| *R.T. Trigger Accuracy*   | Salespersons flagged correctly for re-training | ≥90%          | MIS match record    |

| *Post-Audit Implementation* | Corrective actions implemented         | ≥85%          | Follow-up report    |

| *Timeliness*        | Audit report submission            | 100% on time      | FMS timeline      |

| *Compliance Index*     | Overall sales process adherence score     | ≥90%          | Monthly dashboard   |

| *Documentation*       | All audits uploaded to shared folder      | 100%          | Folder log       |

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# 🔷 *7️⃣ COMMON KPIs FOR BOTH (Trainer & Auditor)*

| *Parameter*     | *Description*                   | *Frequency* |

| --------------------- | --------------------------------------------------- | -------------- |

| FMS Update Discipline | Weekly update of all records, forms, and dashboards | Weekly     |

| Sales Funnel Review  | MIS-level review of each team’s MeCA        | Weekly     |

| Meeting with CMD   | Present weekly summary (Training + Audit)      | Every Saturday |

| Trainer-Auditor Sync | Joint session to analyze gaps & improvements    | Fortnightly  |

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Would you like me to now *convert this into a 2-sheet Excel file* — one sheet for Trainer (JD, JS, KRA) and one for Auditor — with ready-to-fill columns for Actual vs Target and Monthly Review Remarks?