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PrimePay, West Chester, PA

How to EnterCompany: PrimePay, West Chester, PA
Entry Submitted By: ValueSelling Associates, Rancho Santa Fe, CA
Company Description: ValueSelling Associates is a professional sales training organization providing a practical and relevant sales methodology. We teach sales organizations how to become business problem-solvers who create strategic partnerships with their customers. Our program is simple but strategic, resulting in a common process and language throughout the enterprise.
Nomination Category: Sales Awards Team Categories
Nomination Sub Category: Sales Management Team of the Year

Nomination Title: PrimePay Sales Management, West Chester, PA

Tell the story about what this nominated sales management team achieved since the beginning of July 2012 (up to 525 words). Focus on specific accomplishments, and relate these accomplishments to past performance or industry norms. Be sure to mention obstacles overcome, innovations or discoveries made, and outcomes:

PrimePay is an employee management solutions provider offering a full range of integrated payroll and HR support services. They are a privately-owned national company, serving all 50 states from over 30 office locations.

With over 27 years in the business, and a 90% client retention rate, we’ve developed a reputation for delivering some of the best and most personal client service available. Our dedicated PrimePromiseSM service representatives act as a single point of contact for each of our clients, allowing us to be more responsive, more proactive and more effective in helping our clients manage their staff at every stage of the employee lifecycle. This personal service model makes it possible for us to reduce errors, mitigate risk, and provide customized single-source solutions designed to maximize efficiency at every stage of business growth. They are so confident in our ability to deliver that we created the PrimePromiseSM, guaranteeing that all active employees are paid their proper wages for every payroll, based upon wage information provided.

Leading the PrimePay sales organization is Todd Quarfot. Beginning in 2012 and under Todd’s leadership, PrimePay has transition from a product to a solutions focused sales organization. This transition was critical to enabling PrimePay to sell the entire breath of the product line and maximize the size of new business opportunities. To achieve this transition, PrimePay implemented a Sales Performance Model that has been adopted across the organization. The impact of this sales model is an increase in productivity of between 20-30% per sales representative in the field. The Sales performance model includes integration of the ValueSelling Framework into the area of Pipeline Development and execution within salesforce.com for management and reporting.

For simplicity, the guiding principles that have fueled the measurable productivity increases include:
• The Strategic Peformance Model
• Strategic Imperatives
• Mission Principles

The sales performance model is directly attributed to the increase in sales productivity. It includes a measured focus on the quality of activity, pipeline and results.

Strategic initiatives include: people, training and leadership. PrimePay was focused on recruiting and retaining outstanding sales professionals. The training focus was to revamp the new hire onboarding process, provide incremental skills and best practice training for the existing sales representatives and a sales leadership development strategy for management accountability and coaching skills. The primary objective of the leadership strategy was to create a Unified High Performance Sales Team through purposeful professional development of each sales representative.

The mission principles for this transition included Plan, Prepare and Execute. The overall success of this transition and sales process implementation was the ability of the management team to execute and remain focused on the expected results of this transition.

 

Provide a brief (up to 100 words) biography about the leader(s) of the nominated team:

Todd Quarfot joined PrimePay in 2001 as Vice President, Sales and Marketing. He is currently the Chief Sales Officer responsible for sales across all product lines. In addition, he leads a corporate team with responsibility in the areas of sales training, sales operations, and sales enablement. Before joining the PrimePay leadership team, Todd spent seven years with the Gartner Group based in Stamford, CT. While at Gartner, he served in several leadership positions in sales and marketing, culminating in a role as Vice President, focusing on worldwide sales technology adoption and sales management processes. Prior to joining Gartner, Todd spent more than 12 years with the Eastman Kodak Company.