Inside Sales Representative

Company Purpose:

As a company, we remove the burden and confusion of marketing from health care practitioners so they can focus on changing and saving more patient lives with effective healthcare.

As a member of our team, you will be directly helping improve the lives of thousands of people who otherwise would continue to live with pain and disability.

Job Title:

Inside Sales Representative

Legal Status:

Salaried or Commissioned employee

Division of Company:

Sales Department

Reports To:

Sales Manager

Location:

The company greatly prefers employees who work on-site. However, for the right applicant, this position can be a work-from-home position.

Role of Position:

Contacting prospective new clients, demonstrating how our services can help them grow their practices, and signing them up (with payment collected and sales admin completed).

Our sales prospects are chiropractors, medically integrated chiropractors, dentists, veterinarians, etc.

Position History:

As a company, we have historically not had more than a small sales effort.

We are now pursuing mass communication and building a sales team to capitalize on our growing profile in the industry.

Primary Activities:

Contacting, qualifying, presenting, follow up and closing new clients.

Keeping sales notes current and in our system. (We use Pipedrive as our sales CRM.)

Specific Challenges:

Our prospects are busy practice owners and it often takes persistence and creativity to connect with them successfully, even when they have initiated the contact.

Most practice owners we encounter have been “burned” by the many amateur marketing companies out there and have become jaded to some degree. They can be reluctant to trust again - but they also badly need effective marketing services to build their practices.

We can only have one client in any given area (usually a dozen or so zip codes) so sometimes we must turn away a hot prospect until their area becomes open.

We have a list of “unsupported services” and do not accept practices as clients who engage in such. Unsupported services include mental treatments, sedation dentistry, anything related to cannabis, medication clinics (pill mills), etc. (See a full list in our Terms of Service on our site).

To generate warm/hot leads we have a cold call unit, affiliates and aggressive online and print campaigns. If there are not enough leads it may be necessary to cold call readers of our print magazine (more than 9200+ currently).

Only the top 5% - 10% of the healthcare practices are a good fit for our services as it requires a stable operation internally to benefit from our marketing programs. We help “good” practices become “great.” Marketing services do not cure poor management or other flaws so we do not accept small, falling, troubled or desperate clients.

Position Advantages:

In an industry (online marketing) noted for over-promising and under-delivering services, we stand out as a high-quality professional vendor. We charge more than our competitors and deliver a much higher level of service.

We have positive word of mouth and a consistent brand that has been in the market since 2012.

We do not require clients to sign a long-term contract (we are month-to-month) which is a key differentiator from other companies. This shows our confidence in being able to re-earn the client’s business with our performance every month.

We have an in-house print magazine that is purely a house organ for selling our services. It goes out regularly to essentially all our identified prospects in the United States (more than 9300 presently). We use our print magazine to build referral relationships and build brand awareness. It is the only publication of its kind in our industry.

A proven sales presentation and offer packages are in use.

Our focus on technical quality has resulted in us having a client retention rate 3X the industry average (this is the highest retention rate of anyone we are aware of).

We provide a full set of services allowing us to increase the value of our sales packages.

We cultivate affiliate and referral relationships with our clients and partners to bring in hot leads on a regular basis.

We have a training program to build a high level of expert product knowledge about our services before you start contacting prospects.

Performance Expectations:

12+ closes per month

Key performance metrics (stats) for this position are:

Amount of communication out

Appointments Set

Sales Demonstrations

Paid Starts (Closed Clients)

Daily production is measured on a tally sheet. Weekly production is graphed and compared to previous weeks.

Key Duties And Core Competencies Required:

1. Making cold and warm calls to prospects, qualifying them, and setting sales appointments.

2. Expert presentation of company services and offerings with the use of closing techniques so as to close new clients.

3. Engaging in determined and effective follow-up procedures to close additional business.

4. Must keep complete records and administrative details up to date.

Other duties as assigned.

Required Technical Competencies:

Use of computer and internet applications for communications and VOIP (internet phone).

Use of CRM systems such as Pipedrive, Google Docs and Gmail.

Fluent English language speaking and writing skills.

Personality and Behavioral Requirements (soft skills):

Must deploy sales as a skill used cooperatively (not adversarially) to help people get them the services they need to improve their situations.

Must consider there may be things you can learn about sales that you do not already know.

Skill in persuasive communications, verbal and written.

Must be able to read and follow directions, procedures, company policy, etc.

Must like a challenging work environment where you are expected to grow and improve your skills and abilities.

Must value personal integrity and honesty over immediate advantage.

Must possess good judgment when discarding a prospect as the right thing to do for the company.

Punctuality in keeping work schedules and keeping appointments with prospects.

Must be willing to accept constructive criticism and correction related to your job functions.

You must be comfortable making cold/warm calls and talking to new people.

You must have an extremely high level of persistence.

You must wish to contribute to the overall purpose and expansion of the company.

Must be performance-driven and be able to rise to meet production quotas.

You must be able to maintain a high level of professionalism and no matter what the situation or attitude others may be presenting.

You must show high responsibility and the ability to work independently within the parameters of company policy.

You recognize that you alone are personally responsible for your level of production.

Desired or required experience (or equivalent):

Required:

1+ years of inside sales experience

Desired:

Experience selling online marketing or services to healthcare offices.

Testings and Evaluations:

The following tests and assessments will be required on applicants for this position:

1. Personality (Soft Skills) test

2. Intelligence test

3. General aptitude test

4. Standard background and reference checks.

5. Written and verbal communication evaluation.

6. Mock sales presentation.

Company Management Style & Culture:

The company uses the Hubbard Management System(™). This includes “management by statistics” wherein objective statistical measurements are kept on production activities. Every position, including this one, has one or more direct statistical-based measurements of its productivity and these are graphed, displayed, and compared.

Office politics is minimized as production measurements are plainly evident. Inactive, troubled or non-productive areas can easily be identified and targeted for correction.

A core part of the Hubbard Management System style involves ongoing job training and positive correction of staff.

There are daily “product conferences” where division heads coordinate and work out the day's activities. There are weekly staff meetings where important news about the company and the team is shared, planning discussed and victories are celebrated.

Company-wide production games are sometimes in effect for cash bonuses and/or prizes such as lunch outings, paid time off, etc.

Compensation:

There is a two-tiered compensation plan in place:

Lower Tier - Salary of $40,000, plus modest commissions.

Upper Tier - No salary, greatly enhanced commissions.

All salespeople start in the Lower Tier until they graduate up to the Upper Tier through demonstrated sales production.

There are occasional sales performance games with various bonuses and prizes.

Training program:

There is an in-house training program designed to orient employees to our internal company systems and standards.

All employees are expected to do paid training on our management system, company policies, and assigned training materials. They are then trained and apprenticed to be a specialist in their own positions with the goal of complete mastery of the position.

Sales training and drilling (role-playing situations) is an ongoing activity for this position.

Performance Appraisals:

Regular performance reviews are conducted. Statistical production, your contribution to achieving the company purposes and adherence to company policies weigh heavily in such appraisals.

Career Opportunities:

This is a permanent position and the company first looks to promote from within when filling executive or other higher positions.