Pros
- I have a great District Manager (sales manager); this can make or break your experience as a BPA (sales rep). But I guess that’s true with any job. Overall sales support in terms of people is great (managers) Strong overall culture. - Service team is awesome and goes above and beyond for not only prospects and clients but also willing to support you during sales process (attend meetings, etc.). Most importantly, this results in satisfied clients who won’t be barking at you for selling them something that frustrates them. - residual based compensation; you make money as long as the client stays (this is a double edged sword as I’ll explain in the “Cons” section). - I’m convinced that Insperity is the best PEO out there when it comes to service and actual follow through. They all say the same things but it’s actually true here. This helps you believe in what you’re selling.
Cons
- This is a very challenging sale; you have to be able to articulate how all the services you offer come together and help the prospect’s organization get better. You then have to collect a TON of information in order to generate a quote. You can’t sell this on price because 80% of the time it is going to initially cost them more money than they’re currently spending. There is a certain profile company that fits in the Insperity box and the challenge is finding that company. - Base salary is lower than the competition is offering. With regard to commissions, competitors pretty much pay you up front for the sale so you get a lot more which can be attractive. Yes, the residual model is great but you’re out of luck when the client leaves, which is hard to predict. - the CRM is terrible; if you’re used to Salesforce just use a third party CRM or figure out another way to manage your business for yourself. It’s what every BPA does. - you’re pretty much on your own when it comes to finding leads. Not much in the way of sales tools or lead generation.
