Outside B2B Sales Representatives for Paycom call on mid-market businesses within an assigned territory. They call prospects, set initial meetings with key decision-makers (C-suite), conduct in-depth process analysis of the account’s current HR processes including payroll, and present a detailed and compelling business case for adopting Paycom’s all-in-one human capital management platform.
This requires strong communication, presentation and analytical skills, in addition to strategic closing approaches. Previous sales experience is not required, but a confident, professional communication style, hard work and drive separate the best from the rest. Candidates must have the business acumen to communicate with CFOs and CEOs, as well as with individual users of human resource information systems (HRIS).
Key Performance Objectives
◾Strong outside sales reps at Paycom should strive to achieve executive level sales status in their first year.
◾Successfully complete the six-week training program that concludes with a week at the corporate headquarters in Oklahoma City. By the end of the training period, reps should be able to differentiate the business impacts associated with each product, approach prospects and clearly articulate Paycom’s value proposition, as well as conduct a compelling technical demo and needs analysis with prospects. They should feel confident in their talk tracks around the use case and executive calls.
◾Prospect a minimum of 8 hours every week resulting in new appointments. Prospecting consists of calling warm and cold leads, distributing drops, sending personalized notes, as well as obtaining referrals. Leads are generated from Paycom’s internal database, marketing campaigns, scouting new businesses within the assigned territory while on appointments, and additional tools.
◾Prepare for each sales call. Reps conduct extensive research on every account prior to the first visit. They use various internet tools to fully understand the organization, identify key influencers and decision-makers, and find out as much about prospects’ current HRIS as possible.
◾Conduct an in-depth analysis of the current payroll and HR methodologies with a complete understanding of the tools, processes, bottlenecks and challenges within their current system. Tools and training are provided, but the best reps ask insightful questions, learn from each interaction, and project confidence and insight while leading these discussions. They listen for key pain points that can be addressed by Paycom’s solutions. A completed analysis (sometimes requiring more than one meeting for larger accounts) becomes the basis for the compelling business case and financial model included in the quote.
◾Ask for the sale. They ask for the sale, overcome objections and involve others (regional managers and managers) when necessary to close the deal.
◾Manage the initial implementation / transition to Paycom’s platform with a transition specialist. Reps facilitate the transition kick-off meeting and conduct the initial overview training. Once the system is fully installed, they participate in the processing of the first payroll and have a post-payroll meeting to assess issues and troubleshoot problems. Reps will facilitate strong communication ties and transition key relationships to the sales account manager and implementation representative after the installation period.
◾Update Paycom’s internal sales tracking system daily. Ensure information is accurate, timely and actionable. Use this data to monitor pipeline progression effectively and identify opportunity to move individual deals forward.
◾Must have a bachelor’s degree with a 3.0 GPA or higher from an accredited university
◾Candidate should have consistent experience working toward a personal or professional goal
◾Experience in formal leadership positions within social or professional organizations
◾Proven track record of success through promotions, awards and rankings
◾Self-starter with strong organizational skills and the ability to think strategically
◾Effective communicator with strong business acumen
◾Energetic and passionate about personal brand
◾Must have a professional approach to daily tasks and carry oneself like an executive
◾Comfortable working in a quota-driven environment
◾Standard knowledge of Microsoft PowerPoint and Excel
◾Can pass an extensive background check (criminal, MVR, credit, and drug screen)
Our CEO believes in rewarding a job well done! Our executive compensation plan allows top performers to earn $100K+ within the first 12 months and well beyond that as they progress in their career. Paycom offers a unique opportunity for individuals who have a level of sophistication and drive. This position is a great fit for someone who is interested in meeting with top-level executives every day and helping them optimize their current HR and payroll processes. This professional sales position will teach you how to think at an executive level in a fast-paced environment.
To learn more about Paycom, visit our resources page at Paycom.com/resources.
Paycom provides equal employment opportunities (EEO) to all employees and applicants for employment without regard to race, color, religion, sex, national origin, pregnancy, military and veteran status, age, physical and mental disability, genetic characteristics, or any other considerations made unlawful by applicable state or local laws. This policy applies to all terms and conditions of employment, including recruiting, hiring, placement, promotion, termination, layoﬀ, recall, transfer, leaves of absence, compensation and training. Paycom expressly prohibits any form of workplace harassment based on race, color, religion, sex, national origin, pregnancy, military and veteran status, age, physical and mental disability, or genetic characteristics.
All qualiﬁed candidates will be considered.
Please submit a copy of your resume.