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INDEX

PART 1: The upGrad Admission Counsellor.........................................................................5

What does an upGrad Admission counsellor [AC] do?......................................................................5
Why is this job important?.................................................................................................................5
PART 2: How do I get this job?............................................................................................5
What are the qualifying criteria to become an upGrad AC?..............................................................5
Why do we look for people from a Sales Background?......................................................................6
What is the recruitment/interview process to get this job?..............................................................7
PART 3: What do I need to know before I get in?................................................................7
What qualities are we looking for in an AC? Who should join us?.....................................................7
Why is it important that you are driven by our mission?...................................................................7
How do I know that I’m passionate about the business?...................................................................8
Does this job have work pressure?....................................................................................................8
What is the culture at upGrad?..........................................................................................................8
What are the workdays and timings?................................................................................................8
What courses do I offer to my prospective learners as an Admission counsellor?............................8
Is EdTech a good sector to get a job in?.............................................................................................8
PART 4: What will my work life as an Admission Counsellor look like?................................9
What is the typical day of an AC?......................................................................................................9
What is the toughest part of this job?...............................................................................................9
What does the induction look like? What is the training is provided for me?.................................10
What do my targets look like?.........................................................................................................10
PART 5: Career Projection & Trajectory.............................................................................10
Tell me more about my Career Projection if I join this role..............................................................10

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PART 1: The upGrad Admission Counsellor
What does an upGrad Admission counsellor [AC] do?
An ACs job is to help prospective learners find the right educational course. The decision of enrolling
for a course is an important one. It requires a commitment of time, money and effort from their busy
lives. Sometimes it involves re-locating to another country. An AC guides the learner through this life
changing decision.

Why is this job important?

People’s careers & work is an important part of their life. If they do well in their career it leads to
financial growth and personal satisfaction. The way to move ahead in your professional life is through
upskilling & life-long learning. And that is what upGrad does. We help people upskill themselves to
find great jobs, start ventures and make meaningful progress in their careers.

Upskilling has a large impact of a person’s family as well. Someone that does better in their career
can provide better for their family. Take care of their parent’s healthcare. Send their kid to a better
school.

Upskilling has an impact on a country and its prosperity too. Companies all over the world complain
about the skill-gap within the current workforce. What we do helps in bridging that and makes a
country progress economically.

So, this is the role you play. Of helping our learners become more decisive and do something that will
make them proud of themselves in the long run. Influencing the learner ethically is your job as an
Admission Counsellor.

Here is some additional reading material for you to know the importance of upskilling in today’s day
and age:

 https://pub.towardsai.net/the-future-of-work-upskill-or-be-left-behind-159c6c047c65
 https://www.bbc.com/worklife/article/20220412-what-upskilling-means-for-the-future-of-
work
 https://economictimes.indiatimes.com/jobs/mid-career/skill-gap-widens-at-mid-senior-level-
as-technological-advances-gather-speed/articleshow/104581533.cms?from=mdr

PART 2: How do I get this job?

What are the qualifying criteria to become an upGrad AC?

1. Proven Sales Experience: Candidates should have a solid track record, with a minimum of 2
to 5 years of experience in sales. We prefer candidates who have spent at least 1 year in a
single company.
2. Experience in Education Sales: We strongly prefer candidates who have prior experience in
selling education products. This background indicates an understanding of our industry and
enhances their ability to perform effectively in the role.

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 3. Educational Qualifications: A minimum of a bachelor's degree is required, with a preference
for candidates from relevant backgrounds:
 For Data, Tech, and AI programs, we seek candidates with degrees in Engineering,
Computer Science, or BCA.
 For other programs, candidates from diverse Admission backgrounds such as BBA,
Management, BSc, BCom, BA, Law, etc. are also encouraged to apply.
4. Familiarity with 6-Day Work Week: Candidates should be accustomed to working a 6-day
workweek, as this aligns with the demands of the role.
5. Excellent Communication Skills: Effective communication is essential for success in this role.
Candidates should possess strong verbal and written communication skills to engage with
learners effectively.
6. Track Record of Achieving Targets: We're looking for candidates who have a proven record of
meeting or exceeding targets in their current or previous roles. This will be checked through
references before a person joins.

Why do we look for people from a Sales Background?

1. This job requires you to be persuasive. People dilly-dally on decisions that help in the long
run. We need people who help our learners become decisive.
2. We have some amazing products in the segments we operate in. We need someone to
explain this product to our learners with passion. Sales professionals typically bring that
passion.
3. This job requires discipline and rigour. Sales professionals are used to this rigour. It may be a
surprise for someone who is not from a sales background.
4. We need people to be ready to perform from Month 1 of joining. We are in a high-growth
industry where every day counts. So, performing early matters to us. And therefore, you
being job ready is important.
5. Sales professionals are used to targets. Great Salespeople are used to meeting them. While
we are a mission-driven company, what drives a mission is our ability to make a profit that
further drives our mission. And that's why targets and a drive to achieve them is important.

What is the recruitment/interview process to get this job?

We prioritise the recruitment of individuals who embody the right skill, attitude, and cultural
alignment to upGrad. To evaluate these qualities, candidates will undergo three interview rounds:

1. Interview Round 1 [Telephonic Call] – 15 minutes

2. Interview Round 2 [Video Interview] – 30 to 45 minutes
3. Interview Round 3 [Video or In-Person Interview] – 60 to 90 minutes

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PART 3: What do I need to know before I get in?

What qualities are we looking for in an AC? Who should join us?
Before applying, ensure you genuinely possess these qualities. It's vital for both parties to align on
them:

1. Perpetual & Passionate Learner: For our ACs to do their jobs well they need to be a
perpetual and passionate learner themselves. If they don’t understand the power of
upskilling in the knowledge economy, they won’t be able to transmit the same to our
prospective learners. We need our ACs to live and be driven by the upGrad mission.
2. Persuasive: Successful ACs exhibit a natural inclination & liking towards persuasion. They’re
driven by the thrill of guiding someone towards a path of professional growth, knowing that
they've played a vital role in shaping someone's future.
3. Professional & Sincere: The right AC is professional and sincere. Sincerity means taking work
seriously and putting in their 100%; while professionalism means being proactive, meeting
commitments, and being well prepared in work situations.
4. Practice Genuine Care: We want our AC’s to genuinely care about our learners and be a
trusted advisor. As a trusted advisor we will help learners find courses that match their
career aspiration. This is not a ‘sell ice to eskimo’ job. It’s one that involves initiating
someone into a life transforming event.

Why is it important that you are driven by our mission?

We don't want salespeople. We want evangelists. You are our brand ambassador. Our first point of
contact. Our products are great. However, we believe that if you don't feel passionately about
skilling, that won't come across to our learners. So, think about whether you feel for our mission or
not and be truthful about it. If not, don't join us. There are other great jobs out there for you.

How do I know that I’m passionate about the business?

That's simple. Have you enjoyed learning and becoming a better version of yourself in the past? Do
you genuinely enjoy helping others? If the answer is yes - then you could be a right fit for us.

Does this job have work pressure?

Pressure is a subjective term. Our top performers make maximum incentives but don’t tend to feel
pressure. Pressure typically falls on the non-performers. The role of an AC will come with targets.
These targets are given based on our experience of what a good AC can produce. And yes, we take
our targets seriously and expect people to meet them. If you don’t like a company that is serious
about its targets – this is NOT the place for you.

What is the culture at upGrad?

It's work in progress. Our culture by no stretch of imagination is perfect. It’s great in most pockets
and it needs improvement in certain others. We have 25 offices across the globe with over 5100
people working at upGrad – and to say that everything is great all the time would not be accurate.
That’s said – people who love taking on challenges, love learning themselves, love being in a high-
growth environment – find our culture awesome.

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What are the workdays and timings? [Note: The below is subject to change]
 Working Days: 6 working days [the weekly day off varies depending on the Business Unit]
 Work Timings: From 10:00 AM to 7:00 PM
Our belief which has been validated by top performing ACs is that if you do your job with focus and
the right skills the above-mentioned timeframe is enough for you to be a top performer.

It is important to note that there could be some learner calls that happen beyond the stipulated
timeframe which is the reality of the role. The timings depend on the completion of the Standard
Operating Procedure outlined for ACs.

What courses do I offer to my prospective learners as an Admission counsellor?

Check that out on upgrad.com and upgradabroad.com. You are going to offer some of these courses
depending on which team you are a part of. We suggest that you go through every nook and corner
of these website before applying to us. And maybe take up one of our courses while you are at it.

Is EdTech a good sector to get a job in?

We see ourselves as an education, skilling and workforce development company that operates in the
higher education domain and not a conventional edtech player. We want to build a strong omni
channel presence of both online and offline learning. We understand that there has been some
turmoil in this industry due to a few bad apples. That said – the importance of this sector is
paramount in individual and nation-building.

upGrad has been very stable and thoughtful in the way we have operated. We pride ourselves for
balancing stability with dynamism. Growth with profitability. While all the time keeping our eyes on
the long term and mission. So yes, this is a great company and sector to join.

PART 4: What will my work life as an Admission Counsellor look like?

What is the typical day of an AC? [Note: The below is subject to change]

The below-outlined structure doesn’t precisely mirror the exact day of an AC, instead it serves as an
approximation. The following represents a typical schedule for experienced ACs and may vary for
newcomers.

1. The AC starts off their day with a quick team meeting led by the Team Leader, where targets
are reviewed, and new learner leads are assigned to all ACs [15-20 minutes].
2. After the meeting, the AC plans their day based on set targets and begins contacting the
assigned learner leads, alongside handling appointments scheduled through the website [60-
90 minutes].
3. The AC also dedicates time to follow up on the previous day's counselled calls, to
continuously engage with prospective learners [Approx. 60 minutes].
4. As required by the daily target, the AC conducts a minimum of 1 to 2 Virtual Calls [VC] to
counsel potential learners and assist them through the registration/payment process
[Approx. 60 to 120 minutes].

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 5. By this time the manager shares a list of missed leads with their team. The AC attempts to
reconnect with these existing leads in the system who have not been interacted with due to
several reasons such as call not received, etc. [60 to 120 minutes].
6. Towards the end of the day, the AC, sometimes alongside their manager, handles any
pending closure calls that need to be conducted [30 to 40 minutes].
7. Additionally, ACs also complete their operational tasks by the day's end, including document
procurement and submission, financial navigation for learners, etc. [45 to 60 minutes]
Through this structured process, ACs typically achieve a minimum of 120 dialled calls, 1 -2 VCs, and
2-3 counselled calls per day, aligning with their set targets.

What is the toughest part of this job?

The process of persuading someone to do something good for their future is a difficult task. This job
is tough yet meaningful. On a day-to-day level, learners may not pick up your calls. Some learners
may be rude. Then there is the typical pressure that comes when you are chasing a concrete target.
But any salesperson worth his salt has faced this and it's nothing unusual. The people who are
resilient and can face rejection tend to succeed as an Admission Counsellor [and in life if we may
add]

What does the induction look like? What kind of training is provided for me from there on? [Note:
The below is subject to change]

The induction phase spans 4 to 5 weeks, varying slightly depending on the business unit. It
encompasses the following components:

 New Hire Induction Training

 Shadow Program
 On-The-Job Training
Additionally, ongoing training initiatives include:

 Product Training
 Program Mapping Training
 Quality Calibration Training
What do my targets look like? [Note: The below is subject to change]

The target ranges provided below are approximate and vary based on your experience, business unit,
and product sold.

Target Structure:

Maturity Monthly Target

Month 1-2 0-4L
Month 3-4 1.5 - 6.4 L
Month 5-6 2.5 - 9 L
Month 7+ 3.5 - 10 L

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PART 5: Career Projection & Trajectory

Tell me more about my Career Projection if I join this role.

We believe in setting realistic expectations regarding career progression, ensuring that you have a
clear understanding of the path ahead.

Upon joining, you will spend 18 to 24 months as an Admission Counsellor, focusing on mastering the
role. Following this period, if you have demonstrated exceptional performance compared to your
peers, several avenues for advancement become available:

1. Team Lead: As a Team Lead, you will oversee a group of ACs, guiding and mentoring them to
success.
2. Product Expert: In this role, which carries the same grade as Team Lead, you will operate as
an individual contributor [IC], specializing as a product expert for specific courses.
3. Sales Trainer: Transitioning into a Sales Trainer role, you will leverage your expertise to train
and develop both new and existing ACs.
4. BU/Vertical Transition: You can also explore the opportunity to transition across business
units [Bus] or verticals within upGrad. Our robust Internal Job Posting [IJP] ecosystem
facilitates seamless shifts to different sales units aligned with your career aspirations.