Sales Development Representative | Benefits & Insurance | 2027
About The Position
The Sales Development Representative develops new-business skills in B2B outbound prospecting and builds a foundation for a future sales consultant role. The initial goal is to obtain agreement from prospective businesses to meet with revenue-producing sales consultants, who then advance the sales process. Reporting to the B&I Sales Development Manager, the role pursues a high volume of outbound prospects sourced through marketing efforts and partnerships with service-line sales leaders. The position uses data-driven systems and productivity tools, including Salesforce, SalesLoft, DemandBase, and LinkedIn Sales Navigator. The position includes instructional and hands-on training, sales technology process training, coaching, and role-playing. During month 1, the representative completes sales development and technology training and learns about CBIZ and B&I service lines. Months 2–9 focus on business development, ongoing sales development and B&I service-line training, and sales-cycle and presentation fundamentals. During months 10–18, the representative transitions to a B&I service line, obtains licensing, and receives service-line-specific training, coaching, and sales-process training. From month 19 onward, the representative continues working toward a sales producer position.
Requirements
- High school diploma or GED.
- 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.
Nice To Haves
- 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.
- Willingness to be coached, accept and seek advice, implement provided strategies, and improve skills.
- Comfort making a high volume of phone calls while maintaining quality output.
- Excellent communication skills and ability to connect with people quickly.
- Successful experience using marketing-driven data to convert prospects from brand awareness to meeting-ready.
- Demonstrated ability to overcome objections and drive desired outcomes.
- Proficiency with CRM systems; Salesforce experience preferred.
- Curiosity and willingness to learn about Advisory Services.
Responsibilities
- Use outbound calling, email messaging, and social selling techniques developed with Marketing and Sales Management to secure first appointments with prospective businesses.
- Research potential customers and identify appropriate contacts.
- Evaluate and qualify prospect interest through phone conversations.
- Overcome objections, engage prospects, and gain their agreement to connect with sales consultants.
- Initiate sales discussions between sales consultants and decision-makers.
- Document findings in customer relationship management (CRM) software.
- Maintain accurate, up-to-date records of prospect interactions and sales activities in the CRM system.
- Log 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 prospecting efforts.
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What This Job Offers
Job Type
Full-time
Career Level
Entry Level
Education Level
High school or GED
