Achievements
The requirements to qualify for 1st Year President's Club
What is,
100EE's (WO and/or WX) First full calendar year with Insperity
The Agenda/ start of the call
What is,
Pleasantries, then learn more about you, share a bit about us and discuss firm next steps.
(points are up to DM's Discretion)
The meaning of B.A.A.G?
What is,
Benefits at a Glance
Paul Sarvadi's Co-Founder of Insperity
What is,
Jerry McIntosh
Which of the following is not included in our HR-Related Compliance services
a. Handbook development
b. Auto update of employee rights posters
c. State and Federal compliance e-alerts
d. New hire reporting
e. All of the above
What is;
b. Auto update of employee rights posters
The requirements to qualify for 2nd Year President's Club
What is,
150 EE's (WO or WX) Second full calendar year with Insperity.
“This prospect says everything is ‘going fine,’ but mentions their team is working late nights every week to keep up with demand.”
What is,
Ask layered discovery questions to uncover true pain (burnout, inefficiency, scalability issues).
Winning Behaviors to Look For:
The meaning of VDM
Extra 100 if you list the flow of the meeting
What is,
Value Development Meeting
Introduce Service and review CNA (critic needs analysis) Go over BAAG & Medical options- compare theirs to ours- ask for feedback- set next meeting for proposal and decision time frame.
From your new hire training, name three of the four benefits our outsourced HR solution provides.
Daily Double: Name 4 of the 4 to double your points
What is,
1. Administrative relief 2. Better benefits 3. Reduced liability 4. an instant infrastructure to help small and medium sized businesses succeed.
Name 4 of the 5 steps of the Insperity sales cycle
Daily Double: Name all 5 and double your points
What is,
1. Prospecting 2. Discovery 3. Analysis 4. Proposal/Closing 5. Onboarding
The requirements to qualify for Pinnacle Summit
What is,
Be in the top 15% of BPAs in terms of
Min of 8 deal credit
200 WSEE employees minimum and
12 SAMS
“You’ve been having great conversations with your main contact, but they casually mention, ‘I’ll need to run this by finance and ownership.’”
What is,
Identify and list the buying committee early. Request access to decision-makers prior to the proposal. (VDM)
Winning Behaviors:
Define SBC
What is,
Summary of benefits and coverage
From your new hire training, name at least 3 psychographic characteristics that makes for an ideal Insperity client.
Daily Double: Name at least 5 to double your points
What is,
1. Getting better agenda 2. Values employees 3. Value outsourcing 4. Understands the value of time 5. Premium buyer 6. Understands the risk of being an employer 7. Maintains good business practices 8. Premium provider 9. Profitable 10. Thriving
The names of the three segments of the Insperity Service Teams, including the size of clients they serve.
What is,
Business Team (30 EE's or fewer)
Core & Emerging Growth (31-149 EE's)
Middle Market (150+ EE's)
The requirements to qualify for Chairman's Club.
What is,
12 WO/WX deal credits, 280 WO/WX EE's equivalence, 150 WO employees minimum, 60 WS EE's minimum.
You've given you talk track and... “The prospect says this is a ‘top priority’ and needs to be solved ASAP, but cannot clearly define the problem or success criteria.”
What is,
Clarify problem definition and success metrics before rushing to solution.
Winning Behaviors:
Who is P&R?
What is,
Pricing and Review
Define the acronym A.P.A.C
Acknowledge, Probe, Answer, Confirm.
According to our Category of One brochure, in 2022 how many self-paced training resources do we have available?
a. 4,500 +
b. 5,000 +
c. 6,500 +
What is,
c. 6,500 +
The requirements to qualify for Chairman's Elite Club.
What is,
16 WO/WX deal credits, 600 WO/WX EE's equivalence, 150 WO employees minimum. 60 WX EE's employees minimum.
Give your full Insperity Talk Track during Discovery
What is,
Insperity Story- Ways we help businesses (lower Risk, flexibility and access to fortune 500 benefits, strategic HR)
Winning Behaviors:
What is COC?
What is,
Certificate of Coverage.
As a part of our WX Brokered Benefits and Admin services, which of the following are included?
a. HSA, FSA and HRA Administration
b. Data integration with your carrier
c. ACA compliance
d. Automatic courtesy deductible carryover
e. all of the above
What is,
a. HSA, FSA and HRA Administration
b. Data integration with your carrier
c. ACA compliance
The three modes of persuasion, from The Advisor's Approach.
Daily Double: Name and define them to double your points.
What is,
1. Ethos - Credibility
2. Pathos - Emotion
3. Logos - Logic
People buy from people they respect, not like. They make decisions emotionally and justify them logically