How to uncover payroll pain points with a Needs Analysis
Uncover payroll pain points with a Needs Analysis to enhance your sales strategy.
Using a Needs Analysis to support payroll GTM
When your payroll go-to-market motion involves a sales representative, it’s critical to equip them with a thorough Needs Analysis form. Payroll is often different from your core GTM approach—it comes with unique positioning challenges and technical complexity. A structured discovery process ensures you're surfacing hidden pain points and setting your implementation team up for success.
Why a Needs Analysis matters
There are two reasons payroll requires a different discovery motion:
- Payroll is often seen as a commodity
As long as employees are getting paid, companies may assume there’s no reason to switch. You need to uncover pain points they’ve simply come to accept.
- Every company runs payroll differently
From pay frequencies and earnings types to garnishments and multi-state setups, implementation can get complicated fast.
A well-structured Needs Analysis allows your sales team to:
- Uncover the friction points companies have normalized
- Understand technical details critical to implementation
- Surface opportunities to position your product’s differentiation
- Build trust and demonstrate credibility
Goal
Use the attached template to build a version of the Needs Analysis template that fits your team’s style and sales motion.
Last updated on April 30, 2024