IDI’s Contractor Central has quickly become the solution of choice for construction companies that want to outsource payroll and HR without abandoning their ERP systems. Contractor Central lets employers seamlessly integrate their payroll and ERP data for the first time. The application gives HCM and payroll companies a powerful tool that they can leverage to close lucrative deals with contractors.

This year’s sales cycle is wrapping up, and I hope it’s been a successful year for you, even in the midst of a tumultuous season. Whether you’ve hit your sales quotas or not, now is the time to turn your attention to 2021. You’ll need to rebuild your pipeline and generate new leads for yourself so you can start the new year strong.

The coronavirus has caused a shift in the construction industry landscape that creates new opportunities for payroll sales representatives.

Larger construction companies are acquiring smaller businesses, and many leads now have over 300 employees. These organizations are doing more work and they have more money to spend right now.

As the coronavirus pandemic continues to plod along, professional services companies are taking stock for the long term. It’s clear that the new normal is likely to extend into 2021. That has specific billing and payroll implications for the professional services sector, because they deal with billable and non-billable time — as well as work across different projects.

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.