Job
Description
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).
- Update scripts, objection-handling, and product pitch decks quarterly.- Collaborate with HODs for technical updates. |
| *Sales Induction Program* | - Conduct 3–5 day training for new hires.- Coordinate with HR for induction materials.- Certify “Field Ready” status post-assessment. |
| *Re-Training (R.T.) Program* | - Identify low-performing salespersons via MIS and MeCA.- Conduct diagnosis, retraining, and evaluation sessions.- Maintain individual R.T. reports and video logs. |
| *Skill Workshops & Continuous Learning* | - Run weekly SSG (Sales Skill Growth) sessions.- Organize monthly skill micro-modules (Negotiation, Closing, Communication). |
| *Audit & Evaluation* | - Audit call recordings, presentation videos, and CRM data for training compliance.- Score performance using standard checklists. |
| *Reporting & MIS* | - Maintain training attendance, scores, and dashboard data.- Submit weekly report to CMD / HOD.- 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.- Identify deviations in pitch, follow-up, or documentation. |
| *Performance Monitoring* | - Track MeCA scores, Funnel drops, and Conversion ratios.- Flag underperformance to Sales Trainer for R.T. program. |
| *Audit Reporting* | - Prepare weekly and monthly Sales Audit Reports.- Submit non-compliance summary to CMD & HR.- Maintain digital audit logs. |
| *Training Validation* | - Audit post-training effectiveness (call score improvement).- Validate if training implementation reflects in MIS. |
| *Compliance & Documentation* | - Ensure CRM entries are as per SOP.- Check if quotation, follow-up, and client notes are complete. |
| *Coordination* | - Work with Sales Trainer, SC, and HOD for process correction.- 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?
