Experience selling into senior HR/Finance space (Y/N)
Local contacts/networks in the buyer space (Y/N)
Success with long/complex sales cycles (Length of typical sales process – can be 1-2 years for these roles)
Understanding of Sales activity generation (research/networking/cold calling/gaining appointments/oversight of a sophisticated process and selling cycle) (Examples)
Experience unseating an incumbent as the sole services provider (Y/N)
Ability to partner with others in the organization in a collaborative sales process (Examples)
Experience in working in a large matrixed/complex organization (Y/N)
Stable career history (demonstrating dedication, perseverance, loyalty) (Y/N)
Experience selling in the mid-market (1K to 5K employee lives) (Y/N)
Non-compete agreement (Y/N – preliminary details – we’ll need the signed agreement later in the process)
Current comp & Comp requirements (Typical bases $100-125K with uncapped commission plan – doubling the base is very feasible with many reaching the $300K+ range) – Total pay in the $200-250Kish range aligns well with our first year comp plan (comprised of base and new hire bonus) before they start earning substantial comissions
Potential Sources:
Insurance carriers
Pros: Know our industry and client buying cycles and the products/services
Cons: Often don’t sell direct to clients as they promote through brokers; May not ask for the sale and instead compete to be one of many
Examples: Aetna; Blue Cross/Blue Shield; Anthem; United Health Care; Unum; Met Life, among others
Competitors – Often more specifically for Producing Consultant roles as they may have a book of business – a sales oriented Consultant may be a possibility but challenging to identify.
Pros: – Industry and product/services knowledge.
Cons: May have an existing book of business making it difficult to match earnings/move over; non compete agreements may be too restrictive.
Pros: Often have knowledge of benefits and direct sales
Cons: Benefits knowledge may not be deep enough; may not have worked in large/matrixed organizations
Examples: Oracle; People Soft; Workday; ADP Total Source (vs ADP small market); Paylocity; Paychex; Ceridian; Ultimate Software; Castlight Health; Silk Road (among others)
Professional services firms:
Pros: Service orientation and consultative mind set an excellent culture and work style match.
Cons: Sales roles often defined as expanding their core business vs hunting new logos.
Examples: PwC; E&Y; regional law firms/audit and tax firms
-------------- If you need any additional information about this job which is not covered here or in the Job Description, please feel free to contact us via: a)Intercom-chat(by clicking on the chat icon located at the bottom right corner of your screen) b) Join our weekly call. Here is the registration link: Click here
Please click on the link below for the intake session.