Senior Sales Representative

Company: Cabanas Law Firm
Location: Pembroke Pines
Posted on: September 12, 2024

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, Weston , Senior Sales Representative, Sales , Pembroke Pines, Florida