Outbound Sales Representative

The Company
At Spartan Investment Group our mission is to improve lives through our values. We do this by finding value-add and opportunistic investments offering solid returns to our investors. Providing an opportunity to grow for our partners and creating lasting wealth for everyone with whom we conduct business is how we make our greatest contribution.
We specifically focus on self-storage projects capitalizing on amazing deals in other asset classes. In 2021, we were listed as the 5th fastest growing real estate company in the US and joined the list of the top 100 owners of self-storage. We are members of the Inc. 5000 fastest-growing private companies in America and in 2023 we were #13 in Denver Business Journals list of top places to work.
Mission
The mission of the Outbound Sales Agent is to convert interested storage customers into completed rentals through timely, proactive follow-up and effective sales conversations. This role is responsible for engaging prospective customers who have previously expressed interest in storage, understanding their needs, overcoming objections, and guiding them through the rental process. Success means maximizing lead conversion, delivering an excellent customer experience, and driving revenue growth across the FreeUp Storage portfolio.
Key Performance Indicators (KPIs)

• Lead Conversion Rate: Measures the percentage of assigned leads successfully converted into completed rentals, with a team target of 75%.
• Lead Response & Follow-Up: Measures the speed and consistency of outreach to assigned leads, ensuring timely engagement and maximizing conversion opportunities.
• Rental Attachments: Measures the percentage of completed rentals enrolled in AutoPay and Protection Plans, targeting 90% adoption for each.
• Customer Reviews: Measures the percentage of completed rentals resulting in Google reviews, targeting 60%.
• Rental Accuracy & CRM Compliance: Measures the accuracy of rental documentation, customer records, and lead tracking, maintaining at least 99% accuracy.

Outcomes

• Lead Conversion: Convert assigned leads into completed rentals, consistently working toward a 75% conversion target through proactive outreach and effective sales techniques.
• Rapid Lead Response: Contact newly assigned leads within 3 minutes during scheduled working hours, ensuring timely engagement and maximizing rental opportunities.
• Consistent Follow-Up: Execute structured follow-up through phone calls, text messages, and emails, maintaining engagement with prospective customers until they rent or are appropriately dispositioned.
• Objection Handling: Identify and address customer concerns related to pricing, unit availability, sizing, and move-in timing, providing solutions that increase conversion and establish clear next steps.
• AutoPay & Protection Plan Enrollment: Promote and secure AutoPay enrollment and Protection Plan participation on at least 90% of completed rentals.
• Customer Reviews: Encourage satisfied customers to leave Google reviews, working toward a 60% review generation target while delivering a positive customer experience.
• Rental Documentation & CRM Management: Complete rental documentation with at least 99% accuracy while maintaining detailed, up-to-date records of customer interactions, follow-up commitments, and lead dispositions.
• Sales Performance: Consistently meet individual and team sales goals, leveraging weekly performance scorecards, coaching, and customer feedback to improve conversion rates and maximize rental volume.

Competencies

• Salesmanship: Confidently guides customer conversations, overcomes objections, and effectively closes sales while maintaining a customer-focused approach.
• Communication: Communicates clearly, professionally, and persuasively through phone, text, and email, adapting messaging to individual customer needs.
• Persistence: Demonstrates resilience and determination in pursuing sales opportunities, maintaining consistent follow-up and a results-driven approach.
• Customer Focus: Builds trust, understands customer needs, and recommends appropriate storage solutions that create a positive rental experience.
• Accountability: Takes ownership of assigned leads, performance metrics, and follow-up commitments while consistently delivering on expectations.
• Organization: Effectively manages multiple leads, prioritizes outreach activities, and maintains accurate records while meeting established response and performance expectations.

Qualifications

• Minimum of 3 years of call center sales experience or 2 years of self-storage industry experience with a strong emphasis on sales and customer conversion.
• Demonstrated history of meeting or exceeding sales quotas, with the ability to provide measurable results related to conversion rates, closed sales, or quota attainment.
• Strong verbal and written communication skills, including the ability to confidently engage customers over the phone and communicate professionally through text and email.
• Proven ability to overcome objections, negotiate effectively, and close sales in a high-volume, customer-facing environment.
• Proficiency with CRM systems, property management software, and general computer applications; experience with storEDGE is preferred.
• High school diploma or GED required; additional college education preferred.
• Ability to work independently in a remote environment with a quiet, private workspace, reliable high-speed internet, and availability for assigned shifts between 8:00 AM and 9:00 PM ET, Monday through Saturday.

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