- *Job Title: Sales Coach – India Small Business**
- *Location:** Gurgaon (India SB site)
- *Department:** Inside Sales – India Small Business.
The **Sales Coach – India Small Business** is responsible for developing, coaching, and elevating Inside Sales Account Executives (ISAEs) to consistently achieve **revenue (CSG \& ISG) and activity targets** for the India Small Business segment. The role focuses on **call coaching, deal coaching, sales process discipline and skills uplift** aligned to Dell’s sales methodology and role\-based endorsement requirements.
- Provide **daily call coaching** through live call barging or side\-by\-sides; document feedback and follow\-up actions for each rep.
- Drive **pipeline quality and hygiene** by coaching reps on opportunity qualification, forecast discipline, and usage of CRM and sales tools.
- Partner with Sales Managers to identify **performance gaps** (productivity, conversion, mix, compliance) and build targeted **individual development plans (IDPs)** for ISAEs.
- Facilitate **small\-group skill workshops** (prospecting, objection handling, negotiation, value selling, storage/client positioning, etc.) tailored to India SB motion.
- Provide **deal coaching** on key opportunities: structure solution, positioning, objection handling, pricing guidance in partnership with Segment/Tech specialists.
- Monitor **adherence to sales cadence** (call blocks, follow\-ups, SFDC hygiene, outreach patterns) and coach for improved productivity and discipline.
- Ensure coaching also drives **policy, compliance and quality** (customer data handling, outreach practices, documentation).
- Analyze **performance dashboards** (SAF, scorecards, activity reports) to prioritize where and whom to coach for maximum impact.
- Share regular **coaching insights** and recommendations with Sales Managers and leadership on skills trends, best practices, and risks.
- Role\-model Dell **culture and values**, fostering a growth mindset and a high\-performance, customer\-centric environment.
- *Key Performance Indicators (KPIs)**
- Improvement in **quota attainment** and **pipeline conversion** for coached reps/teams.
- Increase in **productivity metrics** (calls, connects, opportunities created, revenue per rep).
- Reduction in **performance and compliance escalations** related to sales behavior.
- Coaching activity hygiene: **\# of documented coaching sessions per rep per month**.
- *Qualifications \& Experience**
- Bachelor’s degree or equivalent; MBA preferred but not mandatory.
- **5–7\+ years** of experience in Inside Sales / Account Executive roles; prior **India Small Business / APJ SMB** exposure strongly preferred.
- Proven **track record of overachievement** in a quota\-carrying role.
- Prior experience as a **team lead, mentor, buddy, or trainer** is an advantage.
- *Skills \& Competencies**
- Strong **sales coaching and feedback** skills; able to give clear, actionable and constructive guidance.
- Excellent **communication and listening** skills; comfortable coaching in a fast\-paced call\-floor environment.
- Solid understanding of **end\-to\-end inside sales cycle** (prospecting to close) for client, storage and solutions.
- Data\-driven mindset with ability to **interpret dashboards and reports** to prioritize coaching.
- High **ownership**, bias for action and ability to influence without formal authority.
- Comfortable working with multiple stakeholders (Sales Managers, Specialists, BU, Enablement).
We believe that each of us has the power to make an impact. That’s why we put our team members at the center of everything we do. If you’re looking for an opportunity to grow your career with some of the best minds and most advanced tech in the industry, we’re looking for you.
Dell Technologies is a unique family of businesses that helps individuals and organizations transform how they work, live and play. Join us to build a future that works for everyone because Progress Takes All of Us.
- *Application closing date: 09\-June\-2026\.**
Dell Technologies is committed to the principle of equal employment opportunity for all employees and to providing employees with a work environment free of discrimination and harassment. Read the full Equal Employment Opportunity Policy here.