Lead Sales Representative

Description

Key Responsibilities

• Manage team schedules to balance availability for prospective client consultations, follow-up opportunities, and client quality-control interactions.
• Consistently achieve individual sales and revenue goals while maintaining a strong personal pipeline.
• Demonstrate a proven track record utilizing consultative sales and telephone sales techniques to close business and generate revenue.
• Draft contracts for potential clients when they are ready to retain our services.
• Lead and collaborate with fellow sales team members to assist prospective new clients in finding clarity and relief from their situations.
• Conduct follow-up with potential new clients and current clients at set milestones during their case or matter.
• Engage actively in dialogue with management regarding lead quality, conversion trends, and opportunities for improvement.
• Conduct in-person, Zoom, and telephone sales meetings to sign new clients to the firm.
• Follow up with previous clients or potential clients who have contacted the firm through various communication methods, including telephone, email, and video.
• Monitor personal and team sales metrics to ensure progress toward monthly and quarterly goals.
• Conduct quality assurance reviews and coaching sessions to improve team performance.
• Support onboarding and development of new team members.
• Handle consults assigned from Intake with high-quality client interactions and follow-ups.
• Other duties as assigned.

• Build and nurture strong relationships with prospective clients, understanding their unique legal challenges and requirements.
• Conduct in-depth consultations to assess client needs, answer their questions, and provide customized solutions.
• Engage in active listening to understand client pain points and effectively articulate how the firm's services can address their specific legal needs.

• Manage the end-to-end sales process, from initial contact to contract negotiation and signups.
• Conduct thorough needs analysis and present appropriate legal service offerings to potential clients.
• Prepare and deliver persuasive sales presentations, highlighting the firm's expertise, experience, and value proposition.
• Negotiate pricing, contract terms, and scope of work with clients, ensuring a win-win outcome for both parties.
• Work closely with the legal team to coordinate the preparation of legal documents and proposals.
• Consistently manage a pipeline of prospective clients and execute timely follow-up activities to maximize conversion opportunities.

• Foster long-term relationships with clients, ensuring high levels of client satisfaction and retention.
• Conduct regular follow-up with clients to assess their ongoing legal needs and identify potential upselling opportunities.
• Serve as a point of contact for client inquiries, concerns, and requests, ensuring prompt and effective resolution until assigned to an attorney.
• Collaborate with attorneys to ensure a seamless transition from sales to client engagement, maintaining clear communication and understanding of client expectations.

Skills, Knowledge and Expertise

• Minimum 3 years of consultative sales experience with documented success achieving or exceeding sales quotas and revenue targets.
• Demonstrated history of closing high-value transactions and generating measurable sales results.
• Previous telephone sales experience required.
• Professional demeanor and appearance.
• Basic working-level knowledge of Excel/Google Sheets required.
• Ability to quickly learn and implement new software programs.
• Strong problem-solving skills and proactive approach to challenges.
• High ethical standards and integrity.
• Strong leadership skills with the ability to coach and mentor team members.
• Excellent communication skills, both verbal and written, with an emphasis on clear and effective client communications.
• Ability to conduct and oversee quality assurance measures and performance coaching.

• Experience with HubSpot CRM and reporting.
• Experience analyzing sales metrics and conversion data.
• Experience leading or mentoring sales professionals.

Benefits