Telecom retail and field sales executive: how to train and review the role
Sells SIMs, recharge, broadband and handsets at a store or in the field, handles activation and KYC documents and builds relationships with retailers. Reports to the store manager or area sales supervisor.
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Share your requirementsWho usually fills this role
Often graduates or school-pass with sales aptitude and local language skill. Test at hiring with a role play selling a plan, a documentation check and cash counting. Look for honesty, neat documents and comfort with talking to strangers. Ask for a short practical trial and check references where possible.
Skills ladder
Stage 1
New joiner
- Greets customers and explains plans from the sheet
- Completes forms and KYC steps as taught
- Records sales and cash
Stage 2
Independent
- Matches plans to need and explains charges clearly
- Handles activation without errors
- Visits retailers or leads in the field
Stage 3
Senior or lead
- Builds retailer networks and handles key accounts
- Coaches new executives
- Plans territory and events
Training path
First weeks
- 1
Products and plans
The manager explains plans, charges and offers. The joiner is quizzed on features and charges.
- 2
Documents and activation
A senior shows forms, KYC checks and system steps. The joiner completes sample forms and the manager checks.
- 3
Customer and cash handling
The manager role-plays selling and cash counting. The joiner practises.
First year
- 1
Supervised selling
The executive sells with a senior watching. After, feedback covers honesty and clarity.
- 2
Retailer visits
The supervisor takes the executive on visits and teaches orders and stock checks. The executive makes a beat plan.
- 3
Error reduction
The manager reviews rejected forms. The executive notes causes and fixes. A repeat check is done a few days later to confirm the skill has held.
Towards senior
- 1
Territory planning
The executive plans coverage by retailer value. The supervisor reviews the plan.
- 2
Key retailers
The executive manages a few key retailers with the supervisor. Results are reviewed.
- 3
Coaching
The executive guides a newcomer in the field. The supervisor checks progress. Mistakes are corrected on the spot, and sign-off is given only when the step is repeated correctly.
Performance review
Weekly review with the manager or supervisor, a monthly review of sales, rejections and complaints, and a written half-yearly review.
What to measure
| Measure | How it is seen |
|---|---|
| Sales with quality | Activation records read with rejection and early churn |
| Document accuracy | Rejection log |
| Retailer coverage | Visit records |
| Honest selling | Complaint log and customer calls |
| Cash and stock | Reconciliation |
| Product knowledge | Quiz and observation |
Evidence to bring
- Sales and activation records
- Rejection log
- Visit records
- Cash reconciliation
- Complaints
Questions to ask in the review
- Which plans are hardest to sell?
- What causes form rejections?
- How do retailers react?
- Did any customer feel misled?
- What stock problems occur?
- Where do you lose time?
- What help do you need?
- What would you like to learn?
Pitfalls
- Targets on activations only, causing weak documents
- Poor product briefing
- Ignoring KYC quality
- Never visiting the field
Questions about this role
Teach the rules, audit forms and track rejections by person. Confirm KYC requirements with your adviser.
Balance sales with quality and retention. Review plan design with your adviser.
Hear both sides, check the records, and coach. Visit together next time.