Questions that need to be addressed prior to building out content:

  • Are we going with inside sales, outside sales, or mix of both?
  • If outside sales, how will leadership be set up? Regional sales managers or current RSDs?
  • If inside sales, will they work from Tempe offices or remote or both?
  • If sales will be both inside and outside sales, should training be specific to the sales model for each team?
  • If inside sale with primary focus on Exectras Health 360…
  • How do they currently sell? Outbound call campaigns, inbound leads, or both?
  • If outbound campaigns, how do sales agents currently source their leads?
  • If inbound leads, how are they distributed?
  • What is the average sales cycle?
  • How do current Exectras sales agents break the ice with cold calls?
  • What are some of the pain points that they dive into in order to earn trust?
  • Upon earning trust and having dialog, what is the next step? Are prospects invited to view some sort of demo of the mobile app along with the admin portal?
  • Upon an agreement to move forward, what does the process look like from application submission to setting up accounts?
  • Who’s responsible for managing the relationship after the close? Does it belong to the sales agent who closed the deal or is the account managed by a retention team?
  • Other than being paid as a W2, what is the incentive for sales agents? One time bonus payout? Residuals upon renewing annual agreements?
  • If inside sales with focus on Health 360 and payments…
  • Will inside sales agents be expected to quote payments independently?
  • If it’s a split with a tenured payment expert, what does the process look like when handing off to the payments expert?
  • If inside sales agents are expected to quote their own payment deals, what are some of the key fundamentals that they should learn during new hire training?
  • Will current 1099s be allowed to sell Health 360 in tandem with payments?
  • If yes, what will their training look like? Bootcamp style over a few weeks?  
  • Will 1099 agents need a demo account?
  • Will 1099s be able to discount Health 360 memberships if merchants sign up for processing?
  • Will there be a residual stream for membership renewals?