Sales Performance & Enablement Consultant

Role Overview

Mediacast is seeking a Sales Performance & Enablement Consultant to strengthen the

capability, structure, and effectiveness of its sales team. This role is focused on improving sales

discipline, client handling, conversion performance, and revenue generation through coaching,

process optimization, and structured sales enablement.

The consultant will work closely with sales leadership to identify performance gaps, standardize

sales practices, improve client engagement, and build scalable systems that the company can

sustain internally after the engagement.

This is a 6-month fixed-term consultancy engagement.

What you will deliver

Months 1–2: Sales Audit & Foundation

Lead Generation Review & Setup

● Review all current lead sources (inbound, outbound, referrals, partnerships)

● Assess lead quality and conversion by source

● Identify target customer profiles (ICP)

● Map the full lead flow from sourcing to closing

● Check CRM or tracking system (if any)

Lead Generation Framework

● Set lead qualification standards (what counts as a good lead)

● Create lead handling and follow-up process

● Define response time standards

● Build basic outreach scripts and templates

● Align sales and marketing on lead handover process

Sales Process Assessment

● Conduct a full audit of the current sales process, lead handling flow, and client journey

● Identify weaknesses in qualification, presentation, follow-up, objection handling, and

closing

● Review current sales decks, quotations, scripts, and proposal presentation methodsSales Standards & Structure

● Build and document the Mediacast Sales Standard — defining expectations,

communication quality, professionalism, sales discipline, and client engagement

standards for all sales consultants

● Standardize key sales workflows including:

○ lead qualification

○ follow-up cadence

○ proposal presentation

○ endorsement process

○ client communication standards

Sales Enablement System

● Organize and centralize sales resources, playbooks, templates, and training materials

● Create foundational sales scripts, discovery frameworks, and presentation guides

● Establish baseline sales metrics including:

○ conversion rates

○ response times

○ average deal value

○ follow-up consistency

○ presentation effectiveness

Months 3–4: Coaching, Training & Performance Uplift

Coaching & Sales Improvement

● Conduct weekly coaching sessions with sales consultants and sales leads

● Observe sales calls, meetings, or presentations and provide actionable feedback

● Address specific performance gaps including:

○ asking better discovery questions

○ handling objections confidently

○ improving proposal presentation flow

○ strengthening follow-up discipline

○ improving sales-to-client communication

Performance Tracking

● Monitor pre- and post-coaching sales performance

● Track measurable improvements in:

○ conversion rates

○ sales consistency

○ client engagement quality

○ average transaction value

○ proposal effectivenessMonths 4–6: Sustainability & Team Independence

Leadership Transfer & Coaching Structure

● Deliver a Train-the-Trainer program for internal sales leaders

● Equip team leads with coaching frameworks, review systems, and performance

scorecards

● Establish a repeatable coaching and accountability structure for long-term

implementation

Sales Enablement Continuity

● Produce at least one new or updated sales training module every month

● Finalize and organize all sales playbooks, templates, and coaching materials

● Ensure the internal sales team can independently maintain and continue the enablement

program after the consultancy period

Final Assessment & Recommendations

● Deliver a final report comparing baseline versus post-engagement performance

● Present recommendations for long-term sales growth, team structure, and performance

sustainability