Sales Trainer

Job Description – Inside Sales Trainer & QA

Location: Ahmedabad

Company: the EleFant

Department: Inside Sales

Experience: 3–6 Years

Reports To: Head – Sales / Business Head

About the Role

We are looking for an Inside Sales Trainer & Quality Analyst who will be responsible for improving the performance of our Inside Sales team through continuous training, call audits, coaching and process improvement.

This is not a classroom-only training role.

The person should spend significant time listening to actual customer calls, understanding why sales are being won or lost, identifying individual salesperson gaps and coaching the team to improve conversions.

At the EleFant, our Inside Sales team speaks with parents interested in our toy subscription membership. This requires the team to clearly explain the subscription model, understand the parent's requirements and confidently address questions around toys, exchanges, delivery, hygiene, damage waiver and membership plans.

Key Responsibilities

1. Call Quality & Audits

• Audit sales calls daily across the team.
• Create and maintain a standard Call Quality Scorecard.
• Evaluate calls on:
• Opening & first 30 seconds
• Customer need discovery
• Product knowledge
• Pitch quality
• Objection handling
• Offer communication
• Closing ability
• Follow-up commitment
• Communication & confidence
• CRM/process adherence
• Identify recurring reasons for lost sales.
• Flag serious quality or process issues immediately.

2. Sales Training

Own training across the complete salesperson lifecycle:

New Joiner → Product Training → Mock Calls → Certification → Live Calls → Coaching → Performance Improvement

Train the team on:

• the EleFant product and membership plans
• Customer profiling
• Need-based selling
• Pitching
• Objection handling
• Follow-up techniques
• Closing
• Upselling
• WhatsApp communication
• CRM discipline

3. New Joiner Certification

No salesperson should start independently calling customers simply because training days are completed.

Create a structured certification covering:

• Product knowledge
• Pitch
• Mock calls
• Objection handling
• CRM understanding
• Communication
• Closing

Only certified team members should move to live calling.

4. Performance Coaching

QA should ultimately improve sales, not just produce scores.

Identify agents who are:

High Conversion: Understand what they are doing differently and replicate it.

Average Conversion: Identify specific gaps and coach them towards the next performance level.

Low Conversion: Create focused improvement plans with clear timelines.

Conduct regular 1:1 call coaching rather than relying only on group training.

5. 15-Minute Lead & Follow-up Quality

Review whether leads are being:

• Contacted quickly
• Attempted adequately
• Followed up at the right intervals
• Updated correctly in CRM
• Closed with the correct disposition

Identify where leads are leaking because of salesperson behaviour rather than lead quality.

6. Objection Intelligence

Maintain a live Objection Bank based on actual customer conversations.

Examples:

• Too expensive
• Need to discuss with spouse
• Child may not use the toys
• Hygiene concerns
• Delivery concerns
• Toy availability
• Damage/loss concerns
• Need time to decide
• Comparing with buying toys

Develop and continuously improve responses based on what actually converts customers.

7. Sales Playbook

Build and maintain the EleFant Inside Sales Playbook, including:

• Opening scripts
• Discovery questions
• Pitch structure
• Product FAQs
• Objection handling
• Closing statements
• Follow-up scripts
• WhatsApp templates
• Call examples
• Do's & Don'ts

The playbook should continuously evolve based on actual customer conversations.

QA & Training Dashboard

Track and report:

• Calls audited per salesperson
• QA score
• Conversion %
• Lead-to-sale %
• First-call conversion
• Follow-up conversion
• Contact rate
• Lead response time
• Objection-wise conversion
• Agent-wise leakage
• Training attendance
• Certification scores
• Coaching conducted
• Improvement after coaching

Key KPIs

Success will not be measured only by the number of trainings conducted.

Success will be measured by:

Better Calls → Better Follow-ups → Better Conversion → Higher Revenue

Key KPIs:

• Improvement in team conversion %
• Improvement in low-performing agents
• Reduction in lead leakage
• Improvement in QA scores
• New hire time-to-productivity
• New hire certification success
• Reduction in incorrect commitments/misinformation
• Improvement in follow-up discipline
• Revenue improvement after coaching

What We're Looking For

• 3–6 years of experience in Inside Sales Training / Sales QA / Telesales Training.
• Strong experience listening to and auditing sales calls.
• Excellent communication and coaching ability.
• Strong understanding of sales funnels and conversion.
• Ability to identify why a salesperson is not closing.
• Experience building QA scorecards and training modules.
• Comfortable working with CRM and call-recording systems.
• Strong Excel/Google Sheets skills.
• Data-driven approach to training.

Experience in B2C Inside Sales, EdTech, Insurance, FinTech, Subscription, D2C or other high-volume telesales environments will be preferred.

The Person We Want

We don't want someone whose monthly report says:

Conducted 12 training sessions and audited 500 calls.

We want someone who can say:

Conversion for this group was 8%. We identified three specific call-level problems, coached the team, changed the pitch and conversion moved to 11%.

That's the difference between a trainer and someone who actually improves sales.

This role owns both Training and Quality—with one ultimate objective: making every salesperson better at converting opportunities into customers.