How to handoff customers from Generalist Sales to Payroll Sales Specialists
Streamline customer transitions from generalist sales to payroll specialists with effective handoff protocols.
Intended audience
Partner sales and customer-success teams that pass qualified payroll leads to a payroll-specialist seller.
Overview
This protocol standardizes the handoff from a generalist seller to a payroll specialist. It clarifies required qualification gates, CRM data capture, and compensation so that specialists receive only ready-to-demo prospects.
If every sales or CS representative can sell payroll end-to-end, treat the “gates” below as recommended qualifying questions—no handoff is required.
Handoff gates (qualify before handing off)
Gate | Required CRM data | Why it matters |
1. Current payroll process | Previous provider or “in-house” | Determines migration scope and selling points |
2. Pain point + platform benefit | Prospect’s key pain and one specific benefit you shared | Confirms interest and sets value context |
3. Top disqualifiers | Answers to your two biggest payroll deal-breakers (for example, needs health benefits?) | Saves specialist time |
4. Decision-makers | Names / roles of all stakeholders who must attend the demo | Prevents stalled deals |
5. Calendar invite | Demo time booked with the specialist and stakeholders | Locks next step |
Tip – If the prospect has an existing provider and at least one Employee, you may promise 2-day processing for switchers to accelerate close.
CRM configuration guide
- Create a Payroll opportunity record when Gate 5 is met.
- Add custom fields for each gate’s data so specialists see context at a glance.
- Mark the lead source as Generalist-qualified to automate commission tracking.
Compensation model
- Generalist seller – 20 % of total commission, paid only when the customer goes live.
- Payroll specialist – 100 % if they source the deal directly; 80 % when the lead is handed off.
This structure encourages specialists to prospect while motivating generalists to supply high-quality leads.
Training module outline
- Payroll 101 one-pager – core pains and platform benefits.
- Qualifying call script – questions for Gates 1-4.
- CRM demo – how to log gate data and create the Payroll opportunity.
- Role-play session – practice booking the specialist demo.
Common pitfalls—and how to avoid them
Pitfall | Prevention |
Leads handed off without true payroll interest | Enforce Gate 2: capture a clear pain + benefit. |
Generalists ignore payroll to chase other products | Pay the 20 % handoff commission; publicize it in team meetings. |
Missing stakeholders on the specialist demo | Gate 4: confirm all decision-makers before scheduling. |
FAQs
Does the specialist have to accept every qualified handoff?
No. Specialists may decline if disqualifiers emerge later, but they should note the reason in CRM.
How do I track 2-day processing eligibility?
Create a Switcher checkbox in CRM that triggers after Gate 1 and at least one Employee is confirmed.
What if a deal re-surfaces after a decline?
Re-qualify through Gates 1-5; the original generalist still receives credit if the prospect fits the same opportunity.
Last updated on April 30, 2024