Sales Development Representative | Benefits & Insurance | 2027

Position Description

The Sales Development Representative’s primary objective is to develop the necessary new business development skills for B2B outbound prospecting and build the foundation to become a successful sales consultant. The initial goal in this role is to gain acceptance and agreement from prospective businesses to set up initial meetings with our revenue-producing sales consultants who then drive the process forward. Reporting to the B&I Sales Development Manager, the role will pursue a high volume of outbound suspects who are sourced through marketing efforts and partnerships with our service line sales leaders. The role will have access to data-driven systems such as Salesforce, SalesLoft, DemandBase, LinkedIn Sales Navigator, and other productivity tools to help you succeed.

Essential Functions and Primary Duties

• Utilize effective outbound calling strategies, effective email messaging, and social selling techniques developed in collaboration with Marketing and Sales Management to secure first appointments with prospective businesses.
• Research potential customers and determine appropriate contacts to reach.
• Evaluate and qualify interest by engaging and navigating phone conversations.
• Overcome objections, engage with prospects in conversations, and gain their acceptance to connect with our sales consultants.
• Initiate sales discussions between sales consultants and decision-makers.
• Document findings in customer relationship management (CRM) software.
• Maintain accurate and up-to-date records of prospect’s interactions and sales activities in the CRM system.
• Log appropriate follow up activities to stay connected with prospective companies and maintain business relevance.
• Meet and exceed targets for scheduled meetings and conversion rates.
• Stay informed about industry trends, market conditions, value differentiators, and competition to enhance inbound and outbound prospecting efforts.

Preferred Qualifications

• A bachelor's degree in Risk Management Insurance, Sales, Business, or a related field.
• Strong drive to compete and succeed in a fast-paced sales environment.
• A desire to be coached, accept advice, seek advice, implement strategies provided, and work to improve your skills.
• Comfortable making a high volume of phone calls while maintaining quality output.
• Excellent communication skills with an ability to connect with people in a short amount of time.
• Successful experience using marketing-driven data to convert prospects from brand awareness to meeting-ready.
• Demonstrated skill in overcoming objections and driving desired outcomes.
• Proficiency in using Customer Relationship Management (CRM) systems- Salesforce experience preferred.
• Relentlessly curious mindset and a willingness to learn about Advisory Services.

Program Timeline:

• Training: Instructional, hands-on, sales tech process, sales coaching, role-playing.
• Month 1: Sales development training, sales tech process, learning CBIZ and B&I service lines.
• Months 2-9: Business development work, ongoing sales development training, B&I service line training, sales cycle fundamentals, sales presentation fundamentals.
• Months 10-18: Transition to a B&I service line, obtain licensing, service line specific training and coaching, and service line sales process training.
• Months 19+: Continuing to work toward sales producer position.

Minimum Qualifications

• High School Diploma or GED required

• At least 1 year of sales and customer service experience

• Advanced verbal and written communication skills

• Advanced organizational and time management skills

• Advanced research skills

• High attention to detail

• Self-Motivated

• Goal Oriented