Reporting
Who's your go-to person on the sales team for reporting-related questions?
Sully!
Name ITAC's Core Values
Have a helping heart, do the right thing, win for those we serve, and be passionate about relationships
A BDM can call on any contact, in any vertical, in any geographic area, within any organization, as long as the contact does not have notes from another rep within the last ___ days.
90
What is the acronym to use for overcoming objections?
ECIR
Also acceptable: LAER
When entering a search-related update into the BullHorn, who should be tagged on the note?
When does the No-Go/Non-Solicit report come out?
Friday
DOUBLE DOOZY!!!!
Calculate the buyout:
Pay rate: $20/hr.
Bill Rate: $33/hr.
Hours worked: 320
Starting salary on client's payroll: $50K
$6,800
According to Butler Street, is it ever okay to text a prospect?
Yes, but they must (a) know who you are and (b) have been notified that you will be texting them
What does ECIR stand for?
Empathize, Clarify, Isolate, Respond
How long do you have to respond to a submittal from a recruiter?
4 hours
Which report should you use to ensure the correct client status is used when entering a new order in BH?
Client Status report
What are Butler Street's Four Cornerstones?
Attitude, Personal Accountability, Perseverance, Habit
According to Butler Street, what role is at the top of the relationship pyramid? (Hint: we should all strive to be considered as such by our clients)
Strategic Partner
Do objections typically occur before or after a need has been identified?
Is the BDM responsible for getting the agreement signed?
No
Which report do you leverage to identify customers who have been billed in the past two years?
Income By Customer report
When you're upset at someone else, internally or externally, what should you do?
Seek to understand.
Also acceptable: Consider their operating reality
What are multi-threaded relationships?
Multiple people within one organization have relationships with multiple people at another organization
Please demonstrate how "feel, felt, found" is used.
...
Who is responsible for sending the client the prequalification checklist?
The sales rep listed as the BDM
Which report(s) should you use to identify cross-selling targets?
There are 3 you can use: Income by Customer, Orders Added in Date Range, or the Client Status Report
Name one of ITAC's three differentiators
Acceptable answers: Industry-leading technology, employer of choice, niche expertise in key verticals
When considering how to best communicate with a client, it's important that we remember their personality style (using the DISC assessment). If someone is "moderately-paced" and "people oriented," where do they likely fall on the DISC?
S = Support/Steadiness
According to Butler Street, what are objections, really?
Windows into the customer's operating reality
Also acceptable: requests for information / engagement
What is the touch system for Active Contracts after the first 2 weeks?
30-45 days