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Thursday, October 30 2014

8 Eye-Opening Questions

For All Payroll Sales Leaders

By Glenn Fallavollita, CEO – | Author | Keynote Speaker         


  • Word Count:  275
  • Time To Read: 1.1 Minutes [Based on 250 Per Minute]

This is a perfect time of the year to look at your sales strategies, marketing campaigns and sales tools.  If not, you are putting your payroll service at risk and 2015 may turn out to be an “average” year at best when it comes to acquiring new payroll clients.


It’s Time You Stopped Hoping Things Will Change.


All too often, many sales leaders tell me they are hoping for a turnaround with their sales and/or salespeople.  My typical reply is this: “The only way your sales needle will move in a positive direction is for you to take action and do something different.”  I then ask them a series of questions that go like this:


8 Questions I Ask All Payroll Sales Leaders: 


  1. How many prospects and referral partners does each salesperson have in their database?
  2. How many of your prospects have an e-mail address associated with their record?
  3. What is your strategy to increase the size of our e-mail marketing database of prospects, referral partners and clients?
  4. Are you relying on your salespeople to stay in touch with their database of prospects and referral partners? (Fact: 99% of all salespeople give up after their third unsuccessful call). 
  5. What is your e-mail marketing and direct mail marketing strategy (and have you shared it with your sales team)?
  6. What type of marketing collateral do you use on a sales call to reduce price as a focal point or sales objection?
  7. How often are you training your sales staff to improve their sales performance?
  8. How often do you touch your clients to:
    1. Cross-sell them other products or services?
    2. Ask for referrals?
    3. Survey them to determine their future needs? 

Are You Happy With Your Answers? 


If not, you should seek out a professional who can help you create or fine-tune your sales and marketing strategy.  By the way, don’t put marketing on your sales team’s shoulders, as research has proven salespeople are notoriously bad writers, and worse, do marketing on an intermittent basis at best.


Executive Summary:  If you do not know the answers to the questions above, or if you are unsatisfied with them, it means you and your salespeople are underleveraged in the marketplace.  Should this be the case, your salespeople are losing 15% to 50% of their sales revenue per year by not being plugged into an automated marketing system.

About The Author


Glenn Fallavollita is the President of, a Division of Drip Marketing, Inc.  He founded Drip Marketing, Inc. in 2002, and serves as CEO, lead copywriter and strategist.  He is also instrumental in developing the curriculum, format and expansion of Drip University - the training arm of Drip Marketing, Inc. and  His work, insight and creative talent has been the catalyst for the delivery of more than 35 million e-mail campaigns on behalf of his clients.


To learn how we can help your payroll service increase its sales, visit us on the web at or call us directly at (856) 401-9577. 

Posted by: Glenn Fallavollita AT 07:43 am   |  Permalink   |  Email