7 answers
Adam
Student
San Mateo, California
3
Questions
Asked
656 views
What terminology should I know for an entry level outside sales position with ADP With a focus on their small business services division.?
Basic information I should know for the interview process
7 answers
Emily Matlock
Business Analyst
1
Answer
Tampa, Florida
Updated
Emily’s Answer
When preparing for an interview, it's crucial to familiarize yourself with the company's language by thoroughly reviewing their website. This will enable you to communicate effectively during the interview. To gain a deeper understanding, consider reading articles they've published or watching videos they've produced. This strategy will significantly enhance your ability to adapt to their language and culture.
Allie Stern
Business Development Representative
2
Answers
Santa Rosa, California
Updated
Allie’s Answer
Hi Adam,
Welcome to the world of sales! You'll soon find that there are common terminologies and acronyms used. For entry-level sales positions, you'll most likely start as a Sales Development Representative (SDR) or a Business Development Representative (BDR). These roles are often used interchangeably, but each company usually has its own unique approach. For example, Company A may be hiring for an SDR responsible for both inbound leads and outbound prospecting, while Company B is also hiring for an SDR for inbound leads only, and a separate BDR is responsible for lead generation. It's best to carefully read the job description to understand the role.
All sales roles have Key Performance Indicators (KPIs), which is what you're being measured against. For example, it could be a certain number of cold calls per day or a specific number of meetings booked per month. During interviews, make sure to clarify exactly what you're being measured against. It's worth noting that usually, one of the first steps in an entry-level sales role is a recruiter phone screen. The recruiter likely doesn't know the KPIs, so you'll want to save that question for the hiring manager or sales leader. Additionally, the team, department, and company can have separate KPIs set forth by the C-Suite (CEO, VP of Sales, etc).
You'll come across other terms like leads, prospects, opportunities, qualified leads, and CRM, among others. I recommend checking out HubSpot or Salesforce (CRMs), as they both have a library of resources (linked below). Besides that, having a good understanding of how the typical sales cycle works will help you. My top advice is to ALWAYS DO YOUR RESEARCH! You need to research the contact and company to prepare for every sales meeting, whether it's an initial interview or a meeting with a client.
Good luck, and let us know how it goes!
HubSpot: https://blog.hubspot.com/?hubs_content=www.hubspot.com%2Fresources&hubs_content-cta=nav-resources-blogs&_gl=1*1v4i739*_gcl_aw*R0NMLjE3MjQ0NzU4OTQuQ2p3S0NBanc1cUMyQmhCOEVpd0F2cWE0MXFaRWtfYThBU3lTa0R5STM3aHp5UzBQd2szdktTdnFXbV9yM3hzUnZkTmNPeC1nZFZLamFSb0MyRm9RQXZEX0J3RQ..*_gcl_au*MjQ1MTk3MTY0LjE3MjQ0NzU4NDc.*_ga*MjkxMDM2OTY1LjE3MjQ0NzU4NDg.*_ga_LXTM6CQ0XK*MTcyNDQ3NTg0Ny4xLjEuMTcyNDQ3NjUxMy4xLjAuMA.. (Resources - Education)
Salesforce: https://www.salesforce.com/ (Learning)
Welcome to the world of sales! You'll soon find that there are common terminologies and acronyms used. For entry-level sales positions, you'll most likely start as a Sales Development Representative (SDR) or a Business Development Representative (BDR). These roles are often used interchangeably, but each company usually has its own unique approach. For example, Company A may be hiring for an SDR responsible for both inbound leads and outbound prospecting, while Company B is also hiring for an SDR for inbound leads only, and a separate BDR is responsible for lead generation. It's best to carefully read the job description to understand the role.
All sales roles have Key Performance Indicators (KPIs), which is what you're being measured against. For example, it could be a certain number of cold calls per day or a specific number of meetings booked per month. During interviews, make sure to clarify exactly what you're being measured against. It's worth noting that usually, one of the first steps in an entry-level sales role is a recruiter phone screen. The recruiter likely doesn't know the KPIs, so you'll want to save that question for the hiring manager or sales leader. Additionally, the team, department, and company can have separate KPIs set forth by the C-Suite (CEO, VP of Sales, etc).
You'll come across other terms like leads, prospects, opportunities, qualified leads, and CRM, among others. I recommend checking out HubSpot or Salesforce (CRMs), as they both have a library of resources (linked below). Besides that, having a good understanding of how the typical sales cycle works will help you. My top advice is to ALWAYS DO YOUR RESEARCH! You need to research the contact and company to prepare for every sales meeting, whether it's an initial interview or a meeting with a client.
Good luck, and let us know how it goes!
Allie recommends the following next steps:
Adaobi Ogheneovo B.SC Acct, MPA , IBM
CLIENT MANAGER
65
Answers
Saint John, New Brunswick, Canada
Updated
Adaobi’s Answer
For an entry-level outside sales position with ADP, especially in their Small Business Services division, here are some key terms and concepts you should be familiar with:
Sales and Business Terms
Prospecting: The process of identifying potential clients or customers.
Lead Generation: Activities aimed at identifying and cultivating potential customers.
Cold Calling: Reaching out to potential clients who have not previously expressed interest in ADP’s services.
Sales Pipeline: The visual representation of where prospects are in the sales process.
Quota: The sales target or goal that a sales representative is expected to meet.
CRM (Customer Relationship Management): Software used to manage interactions with current and potential clients.
Upselling: Encouraging customers to purchase more expensive items, upgrades, or other add-ons.
Cross-Selling: Selling additional products or services to an existing customer.
ADP-Specific Terms
Payroll Services: ADP’s solutions for managing employee payroll, including processing paychecks and tax filings.
HR Solutions: Services related to human resources, such as employee benefits, compliance, and talent management.
Tax Services: ADP’s offerings for managing and filing business taxes.
Benefits Administration: Managing employee benefits programs, including health insurance, retirement plans, and other perks.
Small Business Services (SBS): ADP’s division focused on providing payroll, HR, and tax services to small businesses (typically those with 1-49 employees).
Sales Techniques
Consultative Selling: A sales approach where the salesperson acts as an advisor, understanding the client’s needs and recommending solutions.
Solution Selling: Focusing on the customer’s needs and providing solutions that address those needs.
Value Proposition: The unique value that ADP’s services bring to the client, differentiating
Sales and Business Terms
Prospecting: The process of identifying potential clients or customers.
Lead Generation: Activities aimed at identifying and cultivating potential customers.
Cold Calling: Reaching out to potential clients who have not previously expressed interest in ADP’s services.
Sales Pipeline: The visual representation of where prospects are in the sales process.
Quota: The sales target or goal that a sales representative is expected to meet.
CRM (Customer Relationship Management): Software used to manage interactions with current and potential clients.
Upselling: Encouraging customers to purchase more expensive items, upgrades, or other add-ons.
Cross-Selling: Selling additional products or services to an existing customer.
ADP-Specific Terms
Payroll Services: ADP’s solutions for managing employee payroll, including processing paychecks and tax filings.
HR Solutions: Services related to human resources, such as employee benefits, compliance, and talent management.
Tax Services: ADP’s offerings for managing and filing business taxes.
Benefits Administration: Managing employee benefits programs, including health insurance, retirement plans, and other perks.
Small Business Services (SBS): ADP’s division focused on providing payroll, HR, and tax services to small businesses (typically those with 1-49 employees).
Sales Techniques
Consultative Selling: A sales approach where the salesperson acts as an advisor, understanding the client’s needs and recommending solutions.
Solution Selling: Focusing on the customer’s needs and providing solutions that address those needs.
Value Proposition: The unique value that ADP’s services bring to the client, differentiating
Justin Mayle
Sales Leader
6
Answers
Denver, Colorado
Updated
Justin’s Answer
Hi Adam, I agree with the prior answers here, and I can add a little additional color as a sales leader who's hired many people. I'd expand your prep around this question that Sasha listed: "5. How do you prioritize and manage your time to meet and exceed sales targets in a competitive market?"
If you're able to bring specifics around how you'd work to hit your quota, you'd be able to separate yourself from other candidates. If you've had a sales role before, then use that experience of course, but if you haven't, you can use a hypothetical framework that might be close to the reality of this role.
For example, "If I'm given a quota of $800,000 in the first year, here's how I'd go about prioritizing my time. I'd work backwards from $800k plus a buffer to figure out how many 'closed/won' deals it'd take for me to get over quota. I'd want to plan around $900k achievement in the Fiscal Year [FY], and if the average deal is $20k, then I'll need 45 deals won in the FY to get me there, which is 3.75 deals won per month, on avg. And if the average win rate is 25%, then I'll need to build a pipeline of 4x my goal, which would be 180 deals in play this FY. While I'd want to keep up my prospecting activities throughout the year, I'd first focus on my first 90 days - prioritizing most of my time to first learning from the best, then applying that learning in new conversations in my territory. I know I won't be able to build out my whole pipeline in the first 90 days, I'd like to get a fast start, so I'd aim to call/contact at least 1,000 prospects in an attempt to have ~200 conversations to come out of my 'ramp' period with almost ~100 potential opportunities. Then I'd continue to learn from others and outside sources how to best convert these opportunities into won deals while still prioritizing half my week to prospecting to keep my [4 quarter rolling pipeline] healthy."
Each company will have their own jargon, but these terms^ are pretty widely understood. Hope this helps - please ask any clarifying questions!
If you're able to bring specifics around how you'd work to hit your quota, you'd be able to separate yourself from other candidates. If you've had a sales role before, then use that experience of course, but if you haven't, you can use a hypothetical framework that might be close to the reality of this role.
For example, "If I'm given a quota of $800,000 in the first year, here's how I'd go about prioritizing my time. I'd work backwards from $800k plus a buffer to figure out how many 'closed/won' deals it'd take for me to get over quota. I'd want to plan around $900k achievement in the Fiscal Year [FY], and if the average deal is $20k, then I'll need 45 deals won in the FY to get me there, which is 3.75 deals won per month, on avg. And if the average win rate is 25%, then I'll need to build a pipeline of 4x my goal, which would be 180 deals in play this FY. While I'd want to keep up my prospecting activities throughout the year, I'd first focus on my first 90 days - prioritizing most of my time to first learning from the best, then applying that learning in new conversations in my territory. I know I won't be able to build out my whole pipeline in the first 90 days, I'd like to get a fast start, so I'd aim to call/contact at least 1,000 prospects in an attempt to have ~200 conversations to come out of my 'ramp' period with almost ~100 potential opportunities. Then I'd continue to learn from others and outside sources how to best convert these opportunities into won deals while still prioritizing half my week to prospecting to keep my [4 quarter rolling pipeline] healthy."
Each company will have their own jargon, but these terms^ are pretty widely understood. Hope this helps - please ask any clarifying questions!
I appreciate this, thank you for the advice.
Adam
Bob Burton
Consultant
74
Answers
Austin, Texas
Updated
Bob’s Answer
Each of the advisors indicated on this site has offerred excellent advice. One point perhaps missed, "the interviewer will greatly appreciate that you have taken the time to understand the ADP businesses and why you want to be part of the ADP team".
I usually suggest that one prepare for an interview by reviewing an ADP 10K report as well as an ADP Annual Report. These two documents will give you an excellent understanding of the ADP business priorities and culture.
It will help you to see how your career interests merge with the ADP priorities. And, offer insights into how best to express your interest during the interview.
Another point is to consider perhaps five positive attributes you possess, how you have employed them and results for each.
For example, the five may be that you are an excellent communicator, a great listener, a successful problem solver, an excellent team player and have a inbred curiosity to learn and grow in your career. Then consider when you employed these skills, the context for their employment and the results achieved. You will now be significantly better prepared for an interview than your peers. When asked about your history, activities, beliefs, etcetera, use these five capabilities as a way to respond and link them to an interviewers questions.
I usually suggest that one prepare for an interview by reviewing an ADP 10K report as well as an ADP Annual Report. These two documents will give you an excellent understanding of the ADP business priorities and culture.
It will help you to see how your career interests merge with the ADP priorities. And, offer insights into how best to express your interest during the interview.
Another point is to consider perhaps five positive attributes you possess, how you have employed them and results for each.
For example, the five may be that you are an excellent communicator, a great listener, a successful problem solver, an excellent team player and have a inbred curiosity to learn and grow in your career. Then consider when you employed these skills, the context for their employment and the results achieved. You will now be significantly better prepared for an interview than your peers. When asked about your history, activities, beliefs, etcetera, use these five capabilities as a way to respond and link them to an interviewers questions.
Michelle M.
Entertainment Industry
1879
Answers
Updated
Michelle’s Answer
Hi, Adam !
Good question ! Knowing what to anticipate on a job interview can be very helpful. I would like to give you some general advice but not assume that you mean ADP "the big one" as there are other companies using the same initials.
Apply for jobs that you are qualified for would be the number one rule of thumb. Since you've mentioned that you would be applying for a business oriented position (which is very general and can mean many things), let's focus on the business end of it.
Your first step would be to go to the website of whatever company you will interview at. Read the website and if you come across a word that you don't know, use Dictionary dot com to look up the word's meaning. You can also go to the link below for a quick read of some words and jargon used in business. The website Preply Business also has information about words and terms for business. Try to make it an ongoing study and consider taking some online courses in the subject. I left a link below for some courses on Coursera.
You can probably expect the interviewer to ask you about your experience and accomplishments. Before the interview, make sure you prepare according to what the employment notice says they want. There is never a way to know or be 100% sure what the interviewer will ask or want you to discuss, so it's just a rule of thumb to prepare as best you can and apply for jobs that you qualify for and are able to persuade the interviewer that you are qualified. Be aware of the company, what they do and what you can contribute. The more interviews you do, the more comfortable you will be.
I hope that this is helpful and I wish you all the best in applying for jobs !
BUSINESS JARGON WORDS AND PHRASES https://www.indeed.com/career-advice/career-development/jargons-in-business
PREPLY BUSINESS WORDS AND TERMS FOR BUSINESS https://preply.com/en/blog/b2b-business-jargon-survival-guide-for-the-office/
BUSINESS ENGLISH COURSES ONLINE https://www.coursera.org/courses?query=business%20english
Good question ! Knowing what to anticipate on a job interview can be very helpful. I would like to give you some general advice but not assume that you mean ADP "the big one" as there are other companies using the same initials.
Apply for jobs that you are qualified for would be the number one rule of thumb. Since you've mentioned that you would be applying for a business oriented position (which is very general and can mean many things), let's focus on the business end of it.
Your first step would be to go to the website of whatever company you will interview at. Read the website and if you come across a word that you don't know, use Dictionary dot com to look up the word's meaning. You can also go to the link below for a quick read of some words and jargon used in business. The website Preply Business also has information about words and terms for business. Try to make it an ongoing study and consider taking some online courses in the subject. I left a link below for some courses on Coursera.
You can probably expect the interviewer to ask you about your experience and accomplishments. Before the interview, make sure you prepare according to what the employment notice says they want. There is never a way to know or be 100% sure what the interviewer will ask or want you to discuss, so it's just a rule of thumb to prepare as best you can and apply for jobs that you qualify for and are able to persuade the interviewer that you are qualified. Be aware of the company, what they do and what you can contribute. The more interviews you do, the more comfortable you will be.
I hope that this is helpful and I wish you all the best in applying for jobs !
Michelle recommends the following next steps:
Sasha Joogoolsingh
Human Resources
50
Answers
Tampa, Florida
Updated
Sasha’s Answer
Dear Adam,
As you gear up for a sales role interview, it's essential to know that employers today are keen on candidates who apply the STAR method to answer interview queries.
The STAR method is a simple yet effective interview strategy that allows you to narrate a story by detailing the situation, task, action, and result.
1. Situation: Paint a picture of the scenario and provide the necessary specifics of your example.
2. Task: Outline what your role was in that particular situation.
3. Action: Elaborate on the exact measures you took to tackle it.
4. Result: Reveal the results your actions brought about.
Here are some sample interview questions that can be used for this role and others:
1. What motivates you to join ADP?
2. Can you share your proudest achievement and why it matters to you?
3. How do you go about pinpointing and prospecting potential clients in your area?
4. Can you narrate a successful sales campaign or project you spearheaded in your previous role? What tactics did you use, and what results did you achieve?
5. How do you prioritize and manage your time to meet and exceed sales targets in a competitive market?
6. What measures do you take to comprehend a client's unique business requirements and adapt your sales strategy accordingly?
7. How do you respond to objections from clients or potential clients, and how do you convert challenges into sales opportunities?
8. In a fast-paced business landscape, how do you keep abreast of industry trends and changes that might affect your clients?
9. Can you provide an instance of a complex sales negotiation you successfully handled, including the key tactics you used?
10. What importance does relationship-building hold in your sales strategy, and how do you build and sustain robust client relationships over time?
11. How do you utilize technology and sales tools to improve your sales processes and stay organized in managing client interactions?
12. ADP prioritizes ethical business practices. How do you ensure your sales strategy aligns with ethical norms?
13. Can you share an instance of a challenging client situation you faced and successfully resolved, showcasing your problem-solving and client management skills?
14. How do you modify your sales pitch and communication style when dealing with clients from diverse industries and sizes?
15. What role does teamwork with internal teams, like product specialists or customer support, play in your sales process?
16. ADP values innovation. Can you share an instance where you introduced new ideas or strategies to improve your sales approach in a previous role?
17. How do you maintain motivation and resilience in the face of sales challenges and rejections?
Wishing you all the best!
As you gear up for a sales role interview, it's essential to know that employers today are keen on candidates who apply the STAR method to answer interview queries.
The STAR method is a simple yet effective interview strategy that allows you to narrate a story by detailing the situation, task, action, and result.
1. Situation: Paint a picture of the scenario and provide the necessary specifics of your example.
2. Task: Outline what your role was in that particular situation.
3. Action: Elaborate on the exact measures you took to tackle it.
4. Result: Reveal the results your actions brought about.
Here are some sample interview questions that can be used for this role and others:
1. What motivates you to join ADP?
2. Can you share your proudest achievement and why it matters to you?
3. How do you go about pinpointing and prospecting potential clients in your area?
4. Can you narrate a successful sales campaign or project you spearheaded in your previous role? What tactics did you use, and what results did you achieve?
5. How do you prioritize and manage your time to meet and exceed sales targets in a competitive market?
6. What measures do you take to comprehend a client's unique business requirements and adapt your sales strategy accordingly?
7. How do you respond to objections from clients or potential clients, and how do you convert challenges into sales opportunities?
8. In a fast-paced business landscape, how do you keep abreast of industry trends and changes that might affect your clients?
9. Can you provide an instance of a complex sales negotiation you successfully handled, including the key tactics you used?
10. What importance does relationship-building hold in your sales strategy, and how do you build and sustain robust client relationships over time?
11. How do you utilize technology and sales tools to improve your sales processes and stay organized in managing client interactions?
12. ADP prioritizes ethical business practices. How do you ensure your sales strategy aligns with ethical norms?
13. Can you share an instance of a challenging client situation you faced and successfully resolved, showcasing your problem-solving and client management skills?
14. How do you modify your sales pitch and communication style when dealing with clients from diverse industries and sizes?
15. What role does teamwork with internal teams, like product specialists or customer support, play in your sales process?
16. ADP values innovation. Can you share an instance where you introduced new ideas or strategies to improve your sales approach in a previous role?
17. How do you maintain motivation and resilience in the face of sales challenges and rejections?
Wishing you all the best!
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