1. Being $9B company, need better bridging technology for companies requiring job costing
2. Management Team is very reactive and is late to share company initiatives in timely manner
3. TotalSource is top producer of revenue; however, TS DMs are required to provide leads to telesales team to call on your behalf to assist you getting appointments, this is completely backwards.
4. Channel Partnerships for most part on non-existent. Problem lies with SBS payroll reps being entry level and most but not all don't understand value of TS and what they can earn from a good lead and sale, equates to 2 or 3 months of SBS sales.
5. Because you are assigned territory, you are assigned payroll rep partners. Interesting how some TS DM's have 4 partners when others have 1 or 2.
6. Can be cut-throat - as you are assigned a territory, if your partner provides you a lead outside of territory, it becomes 100% yours and channel partner (goes for SBS & Majors) to split. This can be good if you have a partner that works with you but when it consistently happens to you it becomes very frustrating.
7. Territory - some are better than others; however, if you identify company is HDQ outside of your territory, you can no longer call on it.
8. More opportunities for company to tell you NO verses a prospect. Company Eliminations/KOs - lack of medical participation, no medical benefits being offered, risk of business, workers comp claims can knock you out, history of bad medical can eliminate prospect, company is financial risk, etc. All of these are areas that you don't know until you start the process and can be frustrating.
9. Management will play favorites to tenured DM's, i.e. - give sales outside DM's territory.
10. Resource - newer division - has no limitations as far as industry is concerned and works hand in hand with TS; however, a Resource rep can have 2 TS DM's. This should be the other way around. More territory given to TS DM's as the deals are much more complex and have more chance of being eliminated from sales process. Most markets are over saturated. Company should have 12-15 Resource DM's and 6 to 8 TS DM's depending upon market. Currently, it is reverse.
11. One and done only, New Business Development only, so you earn no residuals, where competitors allow you to earn residuals on account sales, giving better opportunity for client referrals.
