Prep Like a Pro
The best PEO Sales Representatives spend about this much time preparing for a discovery meeting.
What is one hour?
Establishing this at the beginning of the meeting helps the prospect relax and understand the framework of the conversation.
What is a clear agenda?
PEO stands for this.
What is a Professional Employer Organization?
The four main GMS service areas.
What are HR, payroll, benefits, and risk management?
At the end of the discovery meeting, reps should use an assumptive close to ask for this.
What is a quote?
This Salesforce resource can help reps find nearby drop-ins around a scheduled meeting.
What is Salesforce Maps?
This question helps uncover why the prospect agreed to meet and what they hope to accomplish.
What is “What made you want to sit down with me today?”
GMS exists to help small business owners lower and control employee-related costs and these.
What are liabilities?
In the HR discussion, reps should ask who currently handles HR and whether the company has this in place.
What is an HR strategy?
These are the three must-dos at the end of every discovery meeting.
What are gather documents, set timelines, and schedule next meeting.
Reps should listen to this recorded call platform to identify specific interest, renewal dates, employee count, and why the prospect took the meeting.
What is Gong?
In the three-bucket framework, Bucket #1 means the prospect is excited and wants to see this.
What are numbers or a quote/proposal?
The PEO model creates this type of relationship, where the client runs payroll through GMS’s Federal Tax ID.
What is a co-employment relationship?
Payroll is described as this because it connects the entire PEO ecosystem.
What is the engine?
This payroll document gives accurate reporting on W2 employees and gross wages.
What is a payroll register?
These two meeting prep documents help reps gather prospect research and organize questions before the meeting.
What are the Meeting Research Guide and Meeting Notes Sheet?
In the three-bucket framework, Bucket #2 means the prospect is interested, but this is off.
What is timing?
The three main advantages of co-employment.
What are buying power, efficiencies, and expertise?
In the benefits conversation, reps should ask what the prospect’s last few of these have looked like.
What are healthcare renewals?
For healthcare quoting, eligible employees complete these unless a dependent-level census is used.
What are Personal Healthcare Questionnaires or PHQs?
Before the meeting, reps should fill this out as much as possible to save time afterward and identify missing information.
What is the Salesforce PEO Sales Opportunity?
This short phrase is used after explaining the three buckets to gain agreement from the prospect.
What is “Is that fair?”
The PEO model helps bridge the gap between what small businesses can manage and offer versus this type of company.
What is a Fortune 500 company?
GMS says unemployment claims are not won or lost when the claim arrives, but on this earlier day.
What is the day you hire someone?
For 401(k) quoting, these two fee disclosure forms help show employer-paid and employee-paid plan fees.
What are the 408b2 Employer Fee Disclosure Form and the 404a5 Employee Fee Disclosure Form?