Internal Trainer

Role Purpose

To build sales capability across all outlets through structured training, need-based interventions and on-the-job coaching, with a clear focus on improving sales productivity and customer conversion.

The trainer will own the complete cycle:

Identify Need → Plan → Create → Deliver → Assess → Coach → Measure Key Roles &

Responsibilities

Training Need Identification

• Identify capability gaps through sales data, funnel performance, outlet observations

and inputs from Outlet Managers/ GM Sales.

• Identify individual and team-level training needs, including bottom performers.

Monthly Training Planning

• Prepare and own the monthly training calendar across all sales outlets.

• Ensure planned programmes are delivered and participation is tracked.

Two Types of Training Interventions

Scheduled Training: Product, sales process, induction, customer handling, need

analysis, test drive, objection handling, CRM, competition, etc.

Episodic Training: Short, need-based interventions triggered by specific

performance gaps, new products, competitor activity or emerging business

requirements.

Content Development: Create/adapt training modules, presentations, case studies, role plays, assessments and job aids.

Keep training content current and relevant to actual dealership situations.

Training Delivery & Coaching

Deliver classroom and outlet-based training.

Conduct on-the-job coaching of Sales Consultants.

Observe customer handling, enquiry quality, product presentation and test drives and

provide feedback.

Assessment & Certification

Conduct quizzes, role plays, skill assessments and periodic certifications.

Ensure new Sales Consultants are adequately trained before independently handling

customers.

Training Effectiveness & MIS

Maintain training plan vs actual, attendance, assessment scores, certification and

SC-wise training records.

Track the impact of interventions on productivity, enquiry quality, conversion and

sales performance.

Experience: 6–10 years, from automotive retail sales with training/coaching exposure. Education: Graduate; MBA/PG qualification desirable.

Must Have:

• Strong automotive sales and retail process understanding

• Excellent communication and facilitation skills

• Ability to create training content, not merely deliver it

• Ability to understand sales data and diagnose capability gaps

• Good planning, coordination and MIS discipline

• Digital/technology savvy

• Credibility to coach Sales Consultants and work with Sales Managers

A credible sales professional who can diagnose capability gaps, create relevant content, plan and deliver training, coach on the job and link learning to sales performance.