Posted: Apr 2, 2024
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Sales & Retail | Inside Sales Representative - FT

Smart Dolphins IT Solutions - Victoria, BC
Full-time
Salary: Annually
Application Deadline: N/A
Business & Information

ABOUT SMART DOLPHINS 

Our culture and atmosphere are positive, open and dynamic. We love our Dolphin lives and always strive to help and elevate each other. We are awesome and we have proof! We are certified as a "Great Place to Work" and placed 15th in the national standing of top 50 businesses with under 50 employees. Check us out here!   

Finding the right person is of paramount importance to us. We hope that this overview of the opportunity sparks a strong interest in that right person. If you feel that this person is you, please apply ASAP! We like to receive an up-to-date and applicable resume with a brief cover letter describing why you are an excellent candidate for this position.  

POSITION OVERVIEW 

The Inside Sales Representative (ISR) role is critical to the future success of Smart Dolphins and the business community we serve. We see our ISR as the “tip of the spear” of the awesome impact we have on the world. The ISR role drives our growth, makes our business more predictable and allows us to continue to attract and retain great clients in our market.   

Smart Dolphins offers a very robust, comprehensive solution – going well beyond what our competitors do for their clients. As such, we are not a “cheap” option in the marketplace. Our sales strategy is about selling the value in investing more in IT to drive business results. The impact of great, modern IT is real and large.   

The ISR is a “hunter” role, and the compensation is designed to reward hunter mentality, activities and results. There are three important outcomes that are expected of this role.  

  1. Introducing Smart Dolphins to Qualified Prospects (QP) and delivering “Our Message” to each of them.  

  1. Scheduling “well framed” First Time Appointments (FTAs) with QPs.  

  1. Building and maintaining a “Warm” database of QPs in our CRM.  

The primary prospecting activity for the ISR is calling prospects over the phone, some of whom may not be familiar with Smart Dolphins. Sending direct emails, LinkedIn outreach, and other secondary prospecting activities support the primary calling activity. Relationship building with prospects is critical in this role.    

You will be planning and organizing your day to maintain a high level of activity while also investing time to continuously educate yourself on our sales process, our company, the IT industry and our business community. Some of this will involve self-directed education and training, while you should also expect to participate in plenty of team and peer-based training sessions.

POSITION RESPONSIBILITIES 

  • Embody the Smart Dolphins core values and understand and align with the company mission.   

  • Make at least 80 calls to our target market, resulting in 6-12 conversations with decision-makers each day.

  • Deliver “Our Message” to every qualified prospect you talk to. Bring a unique and valuable perspective to conversations.  

  • Schedule 3-5 FTAs per week. These FTAs are scheduled for the OSR(s) (Outside Sales Rep)  

  • Build and maintain a warm prospect database of decision makers who know you and welcome your call.  

  • Qualifying prospects against our “Unicorn Fit” criteria. 

  • Track activities and prospect details in our CRM (ActiveCampaign).  

  • Provide reporting of progress against daily, weekly, quarterly goals. 

  • Work closely with our growth team to reach our overall team goals and objectives. This includes active collaboration in several recurring team and company meetings. It also includes assistance with marketing and other business development activities.   

  • Provide timely responses to Prospect inquiries and requests for information.  

  • As a dynamic company, all Dolphins are asked to contribute in many ways to the overall success of the company  

QUALIFICATIONS AND EXPERIENCE 

  • Experience making high volume outbound, prospecting phone calls; no “call reluctance”.  

  • A history of goal achievement and success.   

  • SMB Experience. Exhibit “Executive Presence” and business understanding. Ability to have valuable business conversations.   

  • High energy and a positive, growth mindset. Highly coachable and humbly resourceful. 

  • Strong prospecting abilities and able to consistently follow our process. A hunter. 

  • Ability to quickly build strong business relationships with the ability to challenge a prospect’s thinking.  

  • Interpersonal skills, such as telephony skills, communication skills, active listening, and customer-care.  

  • A passion for business and IT.   

  • Ability to adapt to changes and be creative in solving problems.  

  • Strong computer/technology skills in a Microsoft environment and in using a CRM.   

  • Experience in the IT industry is an asset.   

  • Typing skills and accurate data entry.  

  • Self-motivated and well organized.   

OTHER DESIRED QUALIFICATIONS AND EXPERIENCE 

  • MSP (Managed Service Provider) experience   

PERFORMANCE MEASUREMENTS 

  • Activity: Dials and conversations 

  • Results: “Warm” database, FTAs booked, ran and new clients 

  • Core Values alignment: 

  • Love your Dolphin Life 

  • Elevate the Team 

  • Find a Better Way 

OTHER LOGISTICS 

  • 8-5 Monday to Friday 

  • During role onboarding, full-time presence at our Victoria, BC headquarters is required. In the future, you'll have the option for hybrid work, with periodic visits to the office to ensure your continued active participation in our awesome team.