BUSINESS OUTSOURCING
Optimizing Existing Sales Processes
THE SITUATION
One of the world’s largest Professional Employer Organizations (PEOs) was experiencing explosive growth through new hires and acquisitions. PEOs provide a full suite of employment services to companies ranging from 10 to 100 employees. As an outsourcing solution for companies’ Human Resource functions, Employee Benefits, Payroll service, Workers’ Compensation, Federal and State Workplace Compliance Issues, new business generators are faced with a complex sales process. Management’s goal was to increase the gross profit per sales representative, shorten the average time from new hire start to the implementation of a new client’s system, and drive set-up fees paid by new clients.
SNI was contracted by this PEO to deliver programs that complemented its comprehensive in-house sales training “boot-camp.”
THE SNI SOLUTION
SNI examined the existing training curriculum and uncovered ways to not only teach its core program but also demonstrate during the course of the two-day seminars how SNI’s tools could be implemented in the context of the existing sales process from initial contact through service agreement signatures.
SNI was then asked to design a customized follow–up program that focused on Probing techniques and methods to uncover the interests of top decision makers.
THE IMPACT
“I went out on a great call with one of my reps today. Before going in, we did some pre-call planning using the PAID model, and it really helped us put together our strategy. We also were able to negotiate our way through various issues effectively and with confidence. I think this was one of the best trainings we've had. Not to use a cliché, but this training was truly a WIN-WIN for your company and ours.”- Sales Director
”We negotiate deals all of the time, but having Shapiro Negotiations Institute as a partner throughout our preparation made an enormous difference. By forcing us to go through a process and tailor the focus of our pitch to our audience, we achieved an outcome beyond our expectations.” - District Manager
THE RESULT
Gross Profit per representative and implementation fees paid both increased while average days from hire to productivity went down.
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Baltimore, MD 21211