Sales Performance Coach

Posting Date: 25 Mar 2025

Function: HR

Unit: Business

Location: Snowhill, Birmingham, United Kingdom

Birmingham, Bristol or London - Hybrid working 3 days in the office, 2 wherever.

Why this job matters

Having the strongest sales capability across our sales professional community is key to BT Business's success. We need sales professionals who are experts in our chosen sales methodologies, account planning activities, and deal construction to achieve our ambitious growth plans.

The focus of this role is to provide performance support for our UK S&C, Global and Wholesale sales colleagues. Through the effective delivery of sales training, performance coaching, and deal coaching, this role will ensure we have the most capable sales professionals and sales managers.

By developing trusted relationships with Sales Directors, Senior Managers, Learning Managers, and Commercial Partners, this role will deliver targeted capability interventions that span the lifecycle of a senior sales professional—including onboarding, new proposition launches, and capability/performance improvements—contributing to the achievement of individual, team, and regional sales targets.

What you’ll be doing

1. Partner with Sales Units, Learning Managers, and Commercial teams to establish local Business Unit (BU) capability plans.
2. Deliver accredited sales methodologies (BT Way of Selling) and account planning tools (Altify).
3. Conduct interventions through physical and virtual modalities, catering to both one-on-one and group sessions as needed.
4. Support, coach, and mentor sales professionals at all levels, from Directors down.
5. Drive the transfer of learning into BAU sales practices, ensuring effective embedding and sustained learning.
6. Provide targeted deal coaching support to help sellers structure and land complex, value-driven sales deals.
7. Collaborate with the Learning Manager to recommend broader capability program initiatives.
8. Analyse balanced scorecards across sales performance, behaviours, and system adoption to inform local capability plans.
9. Stay up to date with the latest trends in sales capability and performance, bringing in external insights to drive continuous improvement.
10. Work closely with key vendors to enhance skills, best practices, and the evolution of sales methodologies.
11. Mentor Operational Trainers to ensure proficiency in methodology and IP delivery.
12. Act as a subject matter expert in designing learning interventions within relevant areas of expertise.
13. 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

1. Deep understanding of sales capability, key levers, and the associated behavioural psychology.
2. Expertise in facilitating sales methodology and behavioural development programs at Director/Head level.
3. Proven track record of demonstrating the impact of learning and coaching, measured up to Kirkpatrick Level 4/5.
4. 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).
5. Accredited in leading B2B sales methodologies (e.g., Huthwaite, Corporate Visions).
6. Accredited in leading account planning methodologies and systems (e.g., Altify, Salesforce).
7. Strong external network in the domain of sales performance.
8. Experienced B2B sales professional with expertise in mid-market, public sector, and sales enablement operations.

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.

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.

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.