Sales Player Coach

The Sales Player Coach is responsible for driving the firm’s growth through strategic relationship-building, sales leadership, and client experience excellence. This role not only focuses on developing referral partnerships and converting prospective clients into retained clients but also serves as the leader of the client relations and sales function, ensuring consistent execution of processes, training, and performance across the team.

The Sales Player Coach maintains relationships with referral sources through outreach, networking events, and follow-up campaigns, while clearly communicating the firm’s values and culture. A key responsibility is converting prospective new clients through effective sales conversations and follow-up strategies, including ongoing Care Calls with former clients to strengthen long-term relationships.

In addition, this role is accountable for coaching and developing team members, refining sales processes, and using data-driven insights to improve conversion rates and client experience. The Sales Player Coach partners with firm leadership to implement growth strategies, enhance systems, and ensure alignment with overall business objectives.

NOTE: This position will earn both a yearly salary plus monthly sales incentives ($125 for each sale made plus incentives based on sales team KPIs). This position will need to be able to work out of any of our three offices: Little Canada, Wayzata, and Burnsville (mileage will be reimbursed).

Sales Responsibilities

• The primary responsibility is nurturing professional contacts to develop and grow the firm’s referral network and increase quality referrals.

• Conduct sales conversations with prospective new clients (PNCs) to sell legal services and follow up if they did not hire.

• Schedule, coordinate, and attend marketing speaking engagements to educate referral sources and potential clients.

• Input and maintain data integrity in CRM.

• Get to know VIP contacts on a personal level to assist the team in meeting their needs and curating custom gifts.

Leadership & Team Oversight

• Serve as the team lead for Client Relations/Sales, providing direction, accountability, and support to ensure KPIs are met or exceeded.

• Coach, mentor, and train junior team members on sales techniques, relationship-building strategies, and CRM best practices.

• Conduct regular 1:1 meetings, call reviews, and performance feedback sessions to improve individual and team effectiveness.

• Partner with leadership to develop, refine, and implement sales training.

• Assist in onboarding new team members, ensuring consistency in messaging, process, and client experience.
  

Accountability & Performance Management

• Track and maintain metrics for leadership regarding conversions, show rates, referral performance, and other KPIs.

• Hold self and team accountable for meeting sales goals, activity benchmarks, and quality standards.

• Monitor CRM usage and ensure team-wide data accuracy and compliance.

• Ensure all sales activities align with firm values, compliance standards, and client experience expectations.

Client Experience & Retention Leadership

• Oversee and optimize the client Care Call strategy and implementation, ensuring consistency across the team.

• Step in to handle high-value, sensitive, or complex client relationships as needed.

• Ensure a high-quality, consistent client experience from initial contact through retention and rehire.

Knowledge, Skills, & Abilities:

• An AAS 2-year degree from a college or university is required, but a 4-year degree is preferred.

• 3+ years of experience leading teams in sales or development.

• Experience in training junior sales personnel on how to improve.

• Experience with CRM.

• Exceptional communication and presentation skills, written and verbal, to express technical and non-technical concepts clearly and concisely.

• Excellent organizational skills to meet goals and set priorities.

• Proactive, organized, and able to handle work under stressful and uncertain environments.

Safe Harbor Estate Law is a firm focused on Estate Planning and Elder Law.

We offer a comprehensive benefits package designed to support your health, financial well-being, and work-life balance. Benefits include medical, dental, and vision insurance with 90% employer-paid coverage for employees and their families, 100% employer-paid life and disability insurance, a 401(k) with company contributions, paid time off and holidays, wellness and home office reimbursements, tuition assistance, flexible scheduling, and work-from-home flexibility. Employees also enjoy team-building events, monthly catered lunches, and a collaborative, supportive workplace culture.