5STY
What is a pain funnel?
(Answer may vary)
A string of questions that get more specific to extract pain from a prospect.
On 4/29, we removed the "Evaluate 2 Day" button in Panda. Why?
All companies will be automatically reviewed for 2 day.
What is Small Biz's MRR Quota in Q1?
$465,900
When is Gusto's fiscal year?
May 1 - April 30
Who is our new Head of People? (First and last name)
Danielle Brown
Name the two ways to transition a support-centric call into a sales call.
Offer a plan walkthrough or PESBE
Guideline is waving their $500 setup fee for who and when?
Gusto customers who sign up for a 401K plan by 5/31.
What is Small Biz's MRR Quota in May?
$148,500
What is the purpose of a GustoFIED?
Align on past 6 months, make a plan for next 6 months
Who is our new Head of L&D? (First and last name)
Pam Ramsbott
What is the objection handling framework that we use? Please describe what it means.
ARC - Acknolwedge, Respond, Confirm
What are tip credits? How does Gusto handle this?
The FLSA tip credit allows for an employer with hourly tipped employees to pay an employee less than the hourly minimum wage as long as the employee’s regular wages combined with their tips received equal or exceed the minimum wage. This can be setup in Gusto under the employee's profile in Compensation.
What percentage of Complete/Concierge deals are we aiming to close this quarter?
22%
Give 3 examples of "PANDA How-Tos" in Confluence (the wiki)
(Too many to name)
Name 5 people in this week's new hire cohort. (First name)
Spencer Borelli
LJ Wolfgang
Ashton Patrick
Cora Webster
Carl Hanson
Jack Connors
Jamie Fairbanks
Anna Le
Charles Dickeson
Hans Bjerkan
Heather Smith
Connor Mateer
Curt Sorensen
Name four consecutive questions that you could ask when doing a pain funnel regarding running payroll.
(Answers may vary)
What brought you to Gusto?
Walk me through your process for running payroll, what does it include?
How long does that take you?
What would you rather be doing with that time?
How does Gusto's product assist with California's new law regarding required sexual harassment training for companies with 5+ employees?
1 free "seat" per quarter to view, then $45/head up to 30 people.
What is our HI Oppty goal this quarter?
900+
What does BFA stand for? Which states can we do BFA in?
DAILY DOUBLE!!!!! Describe the process for creating a BFA Oppty and what happens to who.
Benefits for All. All states that we currently offer benefits in.
Name 3 cross-functional partners of sales within Gusto. (First and last name)
ie - Jordan Kong, Candace Sake, Heather Robbins, Elan Bailey, etc.
Role play a pitch of Concierge through storytelling.
(Varies)
Describe the relationship between Step 7 and Step 10.
(Answers may vary)
Name 2 of Gusto's 7 company wide objectives in FY20. (Also called "big rocks.")
- Transform the admin experience from payroll first to people platform first.
- Reimagine employee onboarding
- Brand investment for people platform
- Unbundle the monolith
- Offer HI to companies under 4EE
- Full funnel acquisition
- Fulfill payroll promise
What is the name of the new Slack channel specifically created to tell sales about product updates?
sales-whats-new
Name at least 4 people on "J-Staff," also known as the CEO team. (First and last name)
Josh Reeves
Eddie Kim
Tomer London
Lexi Reese
Mike Dinsdale
Danielle Brown