Senior Sales Representative
Company: Cabanas Law Firm
Location: Fort Lauderdale
Posted on: September 28, 2024
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Job Description:
Job Purpose: The non-attorney salesperson is informed and
respectful of bar rules of ethics and professionalism with special
emphasis on the definition of providing legal services.
They see sales as a service for prospective new clients (PNCs), not
as something to be done "to" them. This non-attorney salesperson
will use a consultative approach and interact with the PNCs with
empathy and understanding. Their main goal is to educate PNCs about
their options and guide them in making the best decision for their
future and for the firm to achieve its goals. This position
facilitates a professional introduction ("hand-off") to the legal
team and conducts an end-to-end sales cycle, including quality
control checks during predetermined milestones throughout the first
30 days and, in some cases, during the pendency of the
matter.--
Duties and Responsibilities:
*Manage The Sales Process--
Conduct full sales cycle;
i. Connect with and qualify leads
--- Outbound calling, e-mail communication, coordination to
schedule appointments
--- Accurately qualify potential customers and track metrics to
ensure weekly goal attainment
--- Calling and responding efficiently to customer inquiries to
achieve improved customer satisfaction ratings
ii. Present options/pitch
--- Provide a general description of the Firm's services in the
area where the PNC needs help--
--- Utilize a consultative selling approach when conducting sales
calls to illustrate the value and benefits of our services
--- Follow scripts and plan to achieve productivity, appointment
setting, and revenue targets
iii. Overcome objections
--- Follow-up with PNCs who said "no"
--- Respond to objections and redirect the conversation to the
firm's services and the best options of the PNC
--- Conduct attorney sales handoffs and get the PNC to retain the
firm to represent them legally
iv. Close the deal
--- Facilitate a professional introduction and transition to the
legal team once the case or matter has begun
--- Be a team player and cover for your fellow salespeople to help
our firm, help prospective new clients find clarity around and
relief from the situation that brought them to the firm in the
first place
--- Follow-up with current clients at set milestones during their
case or matter
*Administrative Tasks And Documentation
--- Manage own schedule to balance availability for meeting with
prospective new clients
--- Keep detailed notes in a centralized database
--- Update the CRM system with details of all interactions with
prospects and clients promptly
*Training And Development
--- Actively engage in dialogue with management regarding the
quality and volume of leads, offering constructive feedback and
suggestions for improvement based on your "front-line"
experience
--- Periodically attend trade shows and networking events as a
professional representative of the firm--
--- Stay current with bar rules, legal industry trends, and
information
--- Participate in regular training and education requirements to
continuously improve skills
Responsibilities:
Daily
--- Meet with PNCs
--- Update CRM
--- Follow-up with passive PNCs
--- Follow-up with client referrals; generate referrals from past
clients
Weekly
--- Meeting with management and legal team
--- Case Status/Pipeline Report review and analysis with the Legal
Team
--- Review production metrics and KPIs
Monthly
--- Month-end business review to assess monthly performance and
identify opportunities for improvement
As Needed
--- Stay current with bar rules, legal industry trends, and
information
--- Participate in regular training and education requirements to
continuously improve skills
Qualifications:
--- Must have a minimum of 1 year of cold-calling experience
--- Must have the equivalent of a bachelor's degree in business,
Sales, Marketing, or a related field or equivalent work
experience.
--- Proven track record utilizing a consultative sales approach and
telephone sales.
--- Experience with Salesforce/HubSpot/Infusionsoft, particularly
reporting, is required.
--- Customer/client database management
--- Lead qualification (BANT: Budget, Authority, Need, Timing)
--- Rapport building and active listening
--- Objection handling
--- Clear communication skills
--- Calendar management
Characteristics and Competencies
--- Embrace candor and compassion in communications and
interactions
--- Not only tolerate and adapt to change but seek change out and
drive change for growth
--- Seek out and uncover performance issues and recommend
solutions
--- Be metrics-driven and KPI-obsessed
--- Proactive, can-do attitude, excellent follow-through,
resourcefulness, and attention to detail
--- Strong communication and interpersonal skills with the ability
to be personable yet persistent
--- Real-life experience & a few "battle scars" to give you empathy
and understanding as an asset
--- Have a true passion for sales and the energy level that
supports this
--- Need to be a closer and have a proven track record of "Closing
the Deal"
About Company:
We are a results-oriented law firm that emphasizes integrity and
compassionate relationships between both employees and clients and
we attract A-Level Team Members.
What makes us different?
We provide concierge-level services to clients through a service
team that also supports the legal team with frequent high-quality
client communications. Our technology investments streamline
workflows to allow our worldwide team to work from any location.We
offer an extensive benefits package for our 5-Star employees.We are
growing fast, providing excellent career opportunities for our
experienced team.
Keywords: Cabanas Law Firm, Fort Lauderdale , Senior Sales Representative, Sales , Fort Lauderdale, Florida
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