professionals. new hro sales the right path for · prospecting in the digital age building a...

The 8-week PathRight training program prepares new HRO reps with the practical prospecting, sales process and product knowledge necessary to be productive fast.

➤ More effective than traditional classroom training

➤ Practical knowledge reinforcement through virtual role-plays and real world sales scenarios

➤ From desktop to mobile device, access an engaging and user-friendly experience

➤ Learn from industry leading subject matter experts: Labor law, HR technology expertise, insurance consultants and more

Go to pathwaystrat.com/sales-training

The right path for new HRO sales professionals.

Improve time to productivity and win rates with a blend of virtual and live training

1. Business AcumenSpeak the language of business

➤ How and why business owners buy

➤ The critical issues and challenges HRO solves

➤ How buyers make decisions

➤ How to identify opportunity costs

➤ Aligning the HRO solution to business goals

➤ How to communicate with business owners

➤ Why some business owners don’t buy

2. Value proposition Communicate a compelling value proposition

➤ The fundamentals of HRO outsourcing

➤ Communicating a compelling value proposition

➤ Tailoring the value discussion to specific organizations & industries

➤ Understanding the business impact and value of HRO

➤ Communicating the value in a social setting

➤ Creating a compelling value prop for individual prospects

➤ How to communicate the value for specific industries

➤ The art and science of value storytelling

3. ProspectingBuild a sustainable pipeline

➤ Building a prospecting playbook

➤ Ideal clients - why and how to speak to them

➤ How to build a pipeline

➤ Lead generation strategies and best practices

➤ Social selling strategies and practices

➤ Talk tracks for outbound calling and appointment setting

➤ Prospecting in the digital age

➤ Building a referral network

4. Sales ProcessConsistently execute a sales process

➤ Follow a predictable sales process

➤ Initial sales call strategy and preparation

➤ Qualify an opportunity

➤ Ask effective sales questions

➤ Understand how to collect data

➤ Prepare and deliver a compelling business case

➤ Close without making prospects uncomfortable

5. Product KnowledgePractical knowledge competency

➤ Core technical product knowledge

➤ HR technology

➤ Human resources

➤ Employee administration

➤ Employee benefits

➤ Risk management & safety

➤ Competitive landscape and how HROs compare

➤ Practical knowledge of employee lifecycle and how

HRO solutions impact employees and employers

5 tr

acks

del

iver

ed o

ver

8 w

eeks

:

Go to pathwaystrat.com/sales-training

RESULTSWeekly Live Practical SessionsApply training to real world scenarios➤ Situational learning focused on buyer case studies

➤ Best practices for handling actual prospect situations

➤ Reinforce training sessions through application exercises

Refined product and solution training➤ Apply product training to actual customer situations

➤ Ensure knowledge transfer with video-based product demonstrations

➤ Applied product knowledge to specific industries

Master the messages to buyers➤ Align your sales messaging with the stages of the buyer’s journey

➤ Master the awareness and education phase of the sales process

➤ Handle the toughest objections

The experience:➤ Sales reps remain fully engaged during the learning process

➤ Sales training techniques that are interactive for learners

➤ A multi-media approach that includes videos, quizzes, & live programs

➤ Learn from multiple trainers and subject matter experts

➤ Contextual training on specific processes, and best practices

64%increase in revenue generated by reps in their first 2 quarters

50%reduction in new hire

onboarding time

more revenue production per hire

on average

25%

Go to pathwaystrat.com/sales-training