Sales Team Lead

Overview

We are seeking a dynamic and results-driven Sales Team Lead to spearhead our institution’s student recruitment and enrollment sales operations. This pivotal role will oversee a high-performing multi-functional sales team, including CRM Agents, Admission Consultants, and B2B Sales Representatives, with the primary objective of driving conversion performance from initial inquiry to confirmed enrollment. The ideal candidate will collaborate closely with the Chief Commercial and Marketing Officer (CCMO) and Marketing teams to optimize the lead-to-enrollment pipeline, enhance sales processes, and deliver an exceptional, consultative, and student-centered experience to prospective students and their families throughout their enrollment journey.

Key Responsibilities

Sales Leadership & Team Performance

The Sales Team Lead will be responsible for leading, managing, and developing a high-performing sales team dedicated to student recruitment and enrollment. This includes setting clear individual and team enrollment targets aligned with institutional objectives, monitoring performance on a daily, weekly, monthly, and seasonal basis, and taking proactive measures to address any risks to target achievement. The role involves establishing and tracking key performance indicators (KPIs) such as lead response times, contact rates, appointment bookings, application submissions, conversion rates, and confirmed enrollments. Additionally, the Sales Team Lead will conduct regular performance reviews, one-to-one coaching sessions, and team meetings to foster a culture of continuous improvement, motivation, and productivity, particularly during peak enrollment and recruitment periods. Identifying performance gaps and implementing targeted coaching and development plans will be critical to sustaining team excellence.

Sales Coaching & Quality Assurance

To ensure consistent sales effectiveness and an outstanding customer experience, the Sales Team Lead will conduct regular call monitoring and quality audits. This includes coaching team members on consultative selling techniques, objection handling, follow-up strategies, negotiation skills, and closing methods. The role also involves developing and refining sales scripts, call guides, WhatsApp/email templates, and follow-up sequences to maintain a professional and cohesive approach across all communication channels. The Sales Team Lead will ensure the team possesses comprehensive and up-to-date knowledge of academic programs, admission requirements, tuition fees, scholarships, and institutional offerings, thereby providing prospective students and parents with accurate, ethical, and consistent information throughout the recruitment process.

CRM & Enrollment Pipeline Management

The Sales Team Lead will own and optimize the end-to-end lead-to-enrollment sales funnel, ensuring that leads generated from digital campaigns, websites, events, referrals, walk-ins, and other channels are promptly assigned and followed up. Collaboration with Marketing and MarTech teams will be essential to ensure effective lead routing and seamless integration between relevant platforms and the institution’s Odoo CRM system. The role involves monitoring conversion performance across key funnel stages, from initial inquiry and qualification through application, admission, and confirmed enrollment. Maintaining high standards of CRM data integrity, including lead status, communication history, follow-up activities, and outcomes, will be a priority. Additionally, the Sales Team Lead will identify inactive or aging leads and implement strategic re-engagement initiatives to maximize conversion opportunities.

Conversion & Enrollment Growth

To drive enrollment growth, the Sales Team Lead will develop and implement data-driven strategies aimed at improving lead conversion and achieving institutional enrollment targets. This includes analyzing conversion performance by program, branch, lead source, campaign, and sales representative to identify trends and barriers to enrollment. The role will involve recommending solutions based on prospective student and parent feedback, ensuring that Admission Consultants adopt a consultative approach that empowers prospective students to make informed enrollment decisions. Targeted follow-up strategies for high-potential prospects and key enrollment periods will be developed to enhance conversion rates. The Sales Team Lead will also provide regular forecasts and enrollment projections to leadership to support strategic decision-making.

B2B Sales & Partnership Development

The Sales Team Lead will guide B2B Sales Representatives in identifying and developing institutional enrollment opportunities, supporting the cultivation of strategic relationships with schools, corporations, government entities, and other organizations that may generate enrollment leads. This includes fostering partnerships that align with the institution’s recruitment objectives and contribute to long-term enrollment growth.