The fourth quarter of the year is nearly here, and HCM account managers will soon be under the gun to meet quotas for 2020. The coronavirus outbreak made selling more challenging than ever, so you can expect the competition to be hot as we enter the final stretch of the year.
Selling payroll solutions to nonprofit organizations is challenging during normal circumstances. During the pandemic’s constantly shifting world, it’s even more difficult. You need to get the attention of Accounting or Payroll while your prospects are neck deep in adjustments to bring staff back to work — and they’re doing it while understaffed and underfunded.
In 2019, IDI saw exciting expansion and growth as we took advantage of opportunities to meet the growing demands of the market. We also celebrated the successful launch of Contractor Central and the continued development of the IDI Resource Center. But those moves created growing pains, which affected the way we worked with partners and customers.
HCM sales reps across the country are in a race to close lucrative, weekly payroll construction deals. As the nation reopens for business, your competitors are descending upon construction companies and clamoring for their attention — and their signatures.
For payroll companies, this isn’t a time to be selling and trying to close deals, but you need to be prepared when the economy reopens. When your prospects start buying again, it’s going to be like a goldrush across the industry.
You've probably been in this situation before. You're in a session with a prospective customer and things are going well. They're clearly excited about your technology and services and the deal is as good as won. But then something inexplicable happens.
IDI is continually improving our processes to provide more expertise and added value to your HCM sales opportunities. Key metrics show that our efforts are paying off: our partner reps are increasing their close rates, and their clients are willing to pay more for joint solutions with IDI. We're also seeing greater client understanding of the combined solution as we head into implementation.
More than one-third of non-profit organizations are audited multiple times per year. Most of them spend up to a month preparing for each audit. These organizations spend a lot of time, energy, and money dealing with the fear of audits because an audit that goes south can mean lost funding, lawsuits, and even the future of the organization.
Most payroll sales reps have encountered construction companies that are skeptical about outsourcing payroll. Contractors have a complicated relationship with human capital management (HCM) and enterprise resource planning (ERP) systems. The frustrations often lie in job costing — a critical part of building a strong, profitable construction business.
When your construction client says they need certified payroll reports, they aren't really asking for certified payroll reports. And if you don't understand exactly what they need, the solution you provide could damage the viability of their business.
