Sales Team Lead

The Sales Team Lead is responsible for leading the institution's student recruitment and enrollment sales operations, driving conversion performance from initial inquiry through confirmed enrollment.

The role leads a multi-functional sales team, including CRM Agents, Admission Consultants, and B2B Sales Representatives
, ensuring that leads generated through marketing and digital channels are effectively qualified, nurtured, followed up, and converted.

Working closely with the CCMO and Marketing teams, the Sales Team Lead will optimize the lead-to-enrollment pipeline, strengthen sales processes, improve team performance, and ensure prospective students and parents receive a professional, consultative, and student-centered experience throughout their enrollment journey.

• Lead, manage, and develop the student recruitment and enrollment sales team, including CRM Agents, Admission Consultants, and B2B Sales Representatives.
• Set individual and team enrollment targets aligned with institutional recruitment objectives.
• Monitor daily, weekly, monthly, and seasonal sales performance and take corrective action when targets are at risk.
• Establish clear KPIs related to lead response, contact rates, appointments, applications, conversion, and confirmed enrollments.
• Conduct regular performance reviews, one-to-one coaching sessions, and team meetings.
• Motivate the team and maintain high levels of productivity during peak enrollment and recruitment periods.
• Identify performance gaps and implement targeted coaching and development plans.

• Conduct regular call monitoring and quality audits to evaluate sales effectiveness and customer experience.
• Coach team members on consultative selling, objection handling, follow-up techniques, negotiation, and closing.
• Develop and continuously improve sales scripts, call guides, Whats App/email templates, and follow-up sequences.
• Ensure the team maintains accurate and up-to-date knowledge of academic programs, admission requirements, tuition fees, scholarships, and institutional offerings.
• Ensure prospective students and parents receive accurate, ethical, and consistent information throughout the recruitment process.
• Own and optimize the end-to-end lead-to-enrollment sales funnel
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• Ensure leads from digital campaigns, websites, events, referrals, walk-ins, and other channels are promptly assigned and followed up.
• Work with Marketing and Mar Tech teams to ensure effective lead routing and integration between relevant platforms and Odoo CRM
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• Monitor conversion across key funnel stages, from initial inquiry and qualification through application, admission, and confirmed enrollment.
• Ensure CRM data is complete, accurate, and regularly updated, including lead status, communication history, follow-up activities, and outcomes.
• Identify inactive or aging leads and implement appropriate re-engagement strategies.
• Maintain high standards of CRM pipeline hygiene and sales forecasting accuracy.
• Develop and implement strategies to improve lead conversion and achieve enrollment targets.
• Analyze conversion performance by program, branch, lead source, campaign, and sales representative.
• Identify barriers to enrollment and recommend solutions based on prospective student and parent feedback.
• Ensure Admission Consultants adopt a consultative approach
  , helping prospective students understand suitable academic options and make informed enrollment decisions.
• Develop targeted follow-up strategies for high-potential prospects and key enrollment periods.
• Provide regular forecasts and enrollment projections to leadership.
• Guide B2B Sales Representatives in identifying and developing institutional enrollment opportunities.
• Support strategic relationships with schools, corporations, government entities, and other organizations that may generate enrollment opportunities.
• Establish B2B sales pipelines, targets, and follow-up mechanisms.
• Support presentations, meetings, proposals, and partnership discussions with prospective institutional partners.
• Track the contribution of B2B activities to overall lead generation and enrollment performance.
• Maintain a strong feedback loop between Sales and Marketing regarding lead quality, prospective student behavior, objections, competitor activity, and conversion barriers.
• Provide actionable insights to the CCMO and Marketing teams to improve targeting, messaging, campaigns, and lead generation strategies.
• Coordinate with Marketing teams to ensure sales readiness for open days, exhibitions, conferences, school visits, and recruitment events
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• Ensure leads generated from events and activations are captured accurately and followed up promptly.
• Collaborate with relevant departments to ensure a seamless transition from prospective student to enrolled student.
• Develop and monitor sales dashboards and performance reports covering key enrollment and conversion KPIs.
• Track metrics such as lead response time, contact rate, qualification rate, application…