Sales Effectiveness Specialist at LexisNexis South Africa

About the Role

• The Sales Effectiveness Specialist is responsible for driving sales performance by integrating learning & development, sales process optimization, performance analytics, CRM effectiveness, and cross-functional commercial alignment.
• This role ensures the sales team has the skills, tools, processes, insights, and support required to achieve revenue targets, improve win rates, accelerate time to productivity, and deliver exceptional customer experiences.
• The role serves as the strategic bridge between Sales, Marketing, Product, Finance, and other key functions to ensure alignment, execution excellence, and sustainable revenue growth

Responsibilities

Sales Strategy, Enablement & Capability Development

• Develop and implement a comprehensive sales enablement and development strategy aligned to business goals and revenue targets.
• Conduct training needs analyses to identify skill and capability gaps across sales roles.
• Design structured onboarding programs to accelerate time to productivity.
• Create role-based learning pathways for continuous development.
• Standardize, document, and continuously refine sales best practices and workflows.

Training Delivery & Sales Skill Development

Deliver engaging in-person, virtual, and hybrid training sessions covering:

• Sales methodologies and techniques
• Product and service knowledge
• Customer engagement and consultative selling
• Negotiation and objection handling
• CRM systems and sales tools
• Reinforce value-based selling, objection handling, and negotiation best practices.
• Facilitate workshops, simulations, role-plays, and coaching sessions.
• Partner with external training providers where appropriate.

Sales Process Optimization & Operational Excellence

• Analyze and improve end-to-end sales processes to increase efficiency and conversion rates.
• Identify bottlenecks within the sales funnel and implement corrective actions.
• Support pipeline management and forecasting accuracy.
• Improve territory planning, quota alignment, and sales execution discipline.
• Align sales processes with overall business strategy.

Performance Analytics & Revenue Insights

• Track and analyze key sales KPIs including win rates, sales cycle time, conversion rates, quota attainment, and pipeline health.
• Define and monitor learning effectiveness metrics such as time to competency and performance improvement.
• Build dashboards and reports to provide actionable insights to leadership.
• Evaluate ROI of training and enablement initiatives.
• Identify performance gaps and recommend data-driven improvements.

CRM & Sales Technology Management

• Ensure effective CRM utilization, data integrity, and reporting accuracy.
• Optimize the sales technology stack to improve productivity and automation.
• Automate reporting and workflows where possible.
• Deliver systems and tools training to maximize adoption and usage.

Coaching & Leadership Development

• Coach sales managers to become effective performance coaches.
• Provide one-on-one and group coaching to improve individual performance.
• Support performance improvement plans and succession planning.
• Embed a culture of accountability, continuous learning, and commercial excellence.

Cross-Functional Commercial Alignment

• Act as the primary liaison and strategic bridge between Sales, Marketing, Product, Finance, HR, CX, and Operations to ensure alignment on priorities, messaging, customer insights, and revenue objectives.
• Partner with Sales Leadership to address performance challenges and capability gaps.
• Collaborate with Marketing to improve lead quality, campaign effectiveness, and sales enablement materials.
• Work closely with Product teams to relay field feedback and ensure market insights inform product strategy.
• Support Finance with forecasting, revenue planning, and performance reporting.
• Ensure alignment of messaging, value propositions, and go-to-market execution across functions.

Requirements

• Bachelor’s degree in business, Marketing, Finance, or related field.
• 5+ years’ experience in Sales Enablement, Sales Operations, Learning & Development, or related roles.
• Proven experience designing and delivering impactful training programs.
• Advanced proficiency in CRM systems (e.g., Salesforce).
• Strong analytical skills with experience building reports and dashboards.
• Demonstrated project management and change management capabilities.