Sales Excellence (Skill Development Program)

Location: USA

About the Role:

Hurix Digital is seeking the Subject Matter Expert (SME) who will guide content strategy and review to ensure commercial relevance, behavioral accuracy, and applicability across B2B and B2C sales environments.

Program Overview:

The Sales Excellence skill development program includes 5+ short certification skill modules designed for a corporate partner organization. Each module is structured as a 1-hour foundational upskilling experience focused on strengthening consultative selling capabilities across client-facing roles.

The program covers essential sales competencies including:

• Building Rapport and Knowing Your Audience
• Conducting Discovery to Identify Outcomes
• Overcoming Stalls and Objections
• Guiding Clients to Take the Next Step
• Post-Sale Client Management

The course emphasizes practical, outcome-driven selling strategies that enhance client engagement, improve conversion rates, strengthen long-term relationships, and drive sustainable revenue growth.

Key Responsibilities:

• Course Recommendation & Alignment:
• Recommend related micro-courses that expand on advanced sales topics such as consultative selling, value-based selling, negotiation strategy, account growth, and customer retention.
• Ensure course topics reflect real-world selling environments including inside sales, enterprise sales, account management, and solution-based selling.
• Align modules with current buyer behavior trends and modern sales cycles.
• Program and Course Outline Review:
• Review and refine course structure, learning objectives, and topic progression to ensure a logical flow from relationship building to long-term account management.
• Validate alignment with modern sales methodologies and consultative frameworks.
• Ensure practical application across industries with varying sales complexity.
• Content Review & Enhancement:

• Validate behavioral selling techniques related to rapport-building, stakeholder mapping, active listening, questioning strategies, and objection handling.
• Contribute real-world case examples, sales call scenarios, objection simulations, and client conversation scripts.
• Suggest improvements to role-plays, branching scenarios, and interactive activities to enhance real-world skill transfer.
• Ensure assessments measure applied selling capability rather than theoretical understanding.

• Reference Material Support:

Provide reliable, up-to-date sources such as:

• Established sales methodologies (e.g., SPIN Selling, Challenger Sale, Consultative Selling models).
• Research on buyer psychology and decision-making behavior.
• Industry benchmarks for sales performance and client engagement.
• Best practices in customer success and account retention.

Recommend resources that support ethical selling, long-term relationship management, and customer-centric sales practices.

• Industry & Client Relevance:

• Ensure content reflects challenges faced in diverse sales environments including:
  • B2B enterprise sales
  • SaaS and solution selling
  • Retail and B2C environments
  • Account management and renewal-driven models
• Confirm that course outcomes support:
  • Improved discovery conversations
  • Higher conversion rates
  • Reduced sales cycle time
  • Stronger client retention and expansion

• Content Maintenance:

• Recommend updates based on evolving buyer expectations, digital sales channels, and emerging sales technologies.
• Support periodic refresh of scenarios to reflect remote selling, hybrid client engagement, and data-driven selling practices.
• Provide updated case studies aligned with changing market conditions.

• Collaboration & Communication:
• Work closely with instructional designers, content developers, and corporate training teams to ensure content is commercially realistic and practically applicable.
• Participate in structured review cycles and ensure SME inputs are clearly integrated into final deliverables.
• Support clarification discussions related to sales process accuracy and terminology.

Qualifications:

Bachelor’s or Master’s degree in Business Administration, Marketing, Sales Management, or a related field.

Professional Experience:

• 8–10 years of experience in sales, business development, or account management roles.
• Demonstrated success in consultative or solution-based selling environments.
• Experience leading sales teams, mentoring sales professionals, or delivering sales training programs.
• Familiarity with structured sales methodologies and CRM-driven sales processes.

Additional Requirements:

• Experience reviewing or developing sales enablement content, playbooks, or skill-based certification programs.
• Strong communication and storytelling ability to translate complex sales strategies into actionable learning.
• Ability to provide practical examples from real sales environments.

Preferred Skills:

• Experience with enterprise-level sales cycles and multi-stakeholder decision processes.
• Understanding of buyer psychology and behavioral influence techniques.
• Familiarity with sales performance metrics, pipeline management, and customer lifecycle management.
• Ability to translate field sales experience into scenario-based digital learning content.