ithinkyoushouldclose

Account Executive

Selling Payroll/HRIS like ERP?

I sell software at an HRIS/HCM/Payroll/(whatever you want to call us) company.

I only have around 200 accounts I can call on in my territory and I've already talked to most of them and they have told me they're not looking to change anytime soon because, well frankly, changing payroll systems sucks a lot and no one changes more than every 2-3 years if not longer.

Changing payroll and HR systems is almost as bad as switching ERPs. It doesn't happen often and I feel like I'm stuck in a waiting game of their current vendor f'ing something up, waiting for contracts to be up, timing to be right, etc.

I was talking to a buddy who sold ERP for years and when I asked him about this he said, "yeah I just sold our other products or sold current clients".

For those that have sold payroll/HRIS (or ERP), what am I missing here?

Anything I can do to break into accounts?

We have a really high close ratio once we get in the door (our team is closing at an over 40% ratio from our first meeting to close)

Just need more at bats.

Thanks in advance

🔎 Prospecting

👑 Sales Strategy

9

16 comments

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coletrain

Politicker

5

Account Executive

HCM as an industry is a grind and it seems you notice that. There is little change unless there is a massive issue like a missed payroll because changing is a massive hassle. It’s a stepping stone and for good reason.
Edit: especially in our neck of the woods, our territory has been run through so much

Justatitle

Tycoon

4

Account Executive

Payroll is payroll, how are you closing these at a 40% clip what do they care about more with you vs competitors and how do you effectively get that message out to the prospects that you do have so you can spark their interest and be different than the 500 other sales people hitting up HR for budget.

jefe

Arsonist

4

🍁

Locking down some differentiation is going to be key. And then expanding it to other accounts.

Which means you need to ask for more accounts.

I feel like much of the space is commoditized and there's a lot of inertia to replace a solution. So I'm DEFINITELY curious as to how you're getting that kind of close rate...

ithinkyoushouldclose

Contributor

2

Account Executive

We're one of the only bigger companies still offering good service and good tech. Most of our competition is outsourcing it overseas or moving all service to chat. That's a big piece. We're also not super pushy or sales like other competitors which is another big piece. Not sure if you've sold to HR but they absolutely despise and loathe salespeople, being sold anything, cold calls, cold emails, etc.

jefe

Arsonist

3

🍁

Those are all good things. You need to apply that elsewhere, and to do so they've gotta let you hunt or give you some more accounts.

Build a case and go to management.

ithinkyoushouldclose

Contributor

1

Account Executive

Will do! Thanks! Always good to get outside perspective on this platform vs just believing what mgmt says.

Gasty

Notable Contributor

2

War Room Community Manager

Why just 200?

Do you or your company not outbound at scale?

If I were you, I’d go to my Linkedin, start adding relevant folks, keep messaging left and right. Figure out later if I am “allowed” to work on an account or not.

Also, in the meanwhile, ask for more accounts.

ithinkyoushouldclose

Contributor

1

Account Executive

We only get a few zip codes. In my case I was given one zip code and then given two other small ones when I asked for more. I think half the issue is mgmt thinking there are hundreds of qualified accounts in each zip based on bad data from ZoomInfo or whatever is in salesforce. First thing I did when I got here was go one-by-one and qualify/disqualify every possible company in my territory. Over half were not real companies, moved, too small, too big, etc. I shared that with mgmt and they basically said that's weird, how can that be

Kosta_Konfucius

Politicker

2

ERP Sales

There are two worlds the Workday selling HCM and the ADP HCM, one is a massive lift the other no so much

ithinkyoushouldclose

Contributor

1

Account Executive

Not at either now but have sold at ADP so I know what you're saying

Pachacuti

Politicker

2

They call me Daddy, Sales Daddy

Go read “Eat their lunch”

ithinkyoushouldclose

Contributor

2

Account Executive

checking that out now, thanks

ithinkyoushouldclose

Contributor

2

Account Executive

Watching his overview video right now. Really liking this a lot. Thanks for sharing.

Sunbunny31

Arsonist

1

Sr Sales Executive 🐰

We need you to manage our book club.

CuriousFox

WR Officer

1

🦊

I am IN

Basketballer

Executive

0

Head of Sales Ops

Switching sucks and timing is everything. Track contract end dates, exec changes, and lead with smaller plays (like onboarding or benefits).
Talk to the people doing the work, they feel the pain and can push change internally.
I also sell to HR, and what’s worked great is hosting small, no-pitch lunches with 4–6 HR leaders. They open up, you build trust, and when the time’s right, we’re usually the first call (or email haha).

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