Apex HCM Blog

Apex HCM S3 Series: Five Top Traits of High-Impact Sales Organizations

No matter the product or service line, today’s B2B sales professionals compete in a fast-paced, technology-driven environment where buyers have high expectations for quality interactions. That’s certainly the case in the payroll software and service industry. Based on a recent Sales Readiness Group survey of some 400 respondents representing more than 20 industries, 44 percent of which boast annual sales … Continued

Top Reasons IOI/TimePlus Payroll Service Bureaus select Apex HCM

Over 40 IOI /TimePlus payroll service bureaus have partnered with Apex HCM as their software partner. Why did they all choose Apex HCM when evaluating a new service bureau platform – those factors include comparable look and feel, enhanced payroll features & functionality, HCM capabilities and strong ACH partners. The need for a reliable and trustworthy payroll software vendor is … Continued

Apex HCM S3 Series: Top Traits of a Highly Coachable Salesperson

Statistics show that companies spend upward of $20 billion a year on sales training. But are all those dollars bringing a return on investment? Unfortunately, no. In fact, on average, just 29 percent of new sales representatives hit performance milestones in their first year on the job. Recent research published in the Journal of the Academy of Marketing Science examined … Continued

Apex HCM S3 Series: Five Top Skills for Payroll Sales Professionals

A strong sales force is the backbone of every payroll service bureau. Assure yours performs at its full potential by fostering these top five sales-centric skills. Strategic prospecting: Results of a recent survey showed that more than 40 percent of salespeople polled ranked prospecting as the single most challenging part of the sales process. A clear understanding of just who … Continued

Apex HCM S3 Series: Three Ways Effective Sales Training Reduces New Employee Ramp-Up Time and Saves Your Payroll Service Bureau

Generally speaking, the ramp-up period for a new sales professional equals the length of the sales cycle, plus 90 days. It’s a simplistic, but also very telling formula. Consider this: If your payroll software or service firm’s typical sales cycle is three months, that additional 90 days of training and acclimation means that it can take upward of six months … Continued

Apex HCM S3 Series: Common Sales Objections and How to Handle Them

“I’ve never had an objection to a sales pitch,” said no sales professional in the history of sales professionals, ever. Hesitations, brush offs and outright “No, thank you” responses are to be expected, no matter what you’re selling, including payroll services and software. But an initial objection isn’t necessarily a failure. It’s often an opportunity to learn more about a … Continued

Apex HCM S3 Series: Five Top Tips for Managing Under-performing Sales Reps

Is every member of your payroll sales staff truly cut out for the job? Probably not, according to the National Association of Sales Professionals. Statistics show that more than half – 55 percent – of people employed as sales representatives are not well suited for this line of work. Further, some 20 to 25 percent of people who have great … Continued

Apex HCM S3 Series: 5 Steps for Accelerating New Sales Employee Ramp-Up Time

So you’ve pinpointed a prospective new payroll sales employee. Congrats! Now comes the hard (and potentially pricey) part. According to statistics from the Association for Talent Development’s 2018 State of the Industry report, the average training cost per employee is $1,296 and employers spend an average 34.1 hours training those new workers. But those figures can vary according to industry, … Continued

Apex HCM S3 Series: How Millennial Employees are Changing the Way Companies Approach Sales

In just a year, Millennials, defined as those aged 18-35 in 2015, will comprise nearly half – 46 percent – of the nation’s workforce, according to population projections from the US Census bureau. Within another decade, that figure will rise to 75 percent. Everyone knows that this generation grew up in a tech-heavy world with online resources that fundamentally changed … Continued

Apex HCM S3 Series: Tips for Attracting and Training Today’s Top Millennial Payroll/HCM Sales Staff

This year marks the passing of the baton from the Baby Boomers to the Millennials as the nation’s largest living adult generation, according to population projections from the US Census Bureau. Within a decade, Millennials, defined as those aged 18-35 in 2015, will comprise 75 percent of the nation’s workforce. But they’re already proving a substantial force in Corporate America. … Continued