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
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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