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Your Local Sales and Account Management Leaders

As your local sales and account management leaders, we work together with your Principal representative – aligning goals and strategies – to help you deliver a consistent, seamless experience for clients, from pre-sale to post-sale.

Our role is to support the strong relationship built between you and your sales representative and account executive, who will continue to be your primary contact and resource.

Mike KelleyMike Kelley
Regional Sales Manager
Serves in a leadership role with the sales representative, helps create new relationships and growth strategies, and builds local awareness of Principal solutions.
Barbara McCaffreyBarbara McCaffrey
Director Sales Support and Account Management
A local liaison with the home office and strategy builder for the region. Leads the teams responsible for providing support for the sales process and existing accounts.

Industry Insights

Small businesses are hungry for benefit intel

Knowledge is a sales tool you can’t afford to overlook

Group meetingYour conversations with clients or prospective clients about offering benefits can go a variety of ways. Some clients are enthusiastic about creating a strong benefits package for their employees. They understand the value benefits bring to their business. Others might not be sure about the importance … or think they can’t afford to offer benefits.

While small business owners know plenty about running a business, when it comes to benefits, they need you.

Sometimes we forget business owners have spent years – even decades –bringing their business to life, nurturing it with the help of their valued employees. Where their business is today is a result of sweat, tears and a wealth of business knowledge. So when it comes to their benefits, they expect you to put in the same kind of effort to gather and provide them the information they need to help create the right benefit package for their employees. Because at the end of the day, it’s their business.

Getting the best return for the intel you offer

How much time should you invest in doing research to determine appropriate benefit recommendations for your small business clients? And what’s your return on investment? You need to balance their expectations – which are sometimes much higher than we may realize – with the amount of time you can spend.

The numbers support that spending additional time with small businesses is worth your time. In fact, 2017 Principal® Business Owner Research* showed 62% of businesses with 3 to 500 employees are offering non-medical and voluntary benefits. That’s up from 54% in 2015.

Here are some simple things you can do that will assure your clients you’ve put in the effort to help them make the best benefit decisions for their business. And, at the same time, these initiatives allow you to get the return you need.

The magic is that in the process, you’ll be shaping your working relationships and positioning yourself as their go-to employee benefits resource. And when that small business becomes a bigger business you’ll be glad you spent the extra time with them in the beginning.

  1. Understand clients’ benefit goals and challenges. Take time on the front end to talk with clients about what they want to accomplish by offering benefits. It can make a big difference when it comes to the benefits and provisions they offer. Are they most interested in attracting and retaining employees? Stacking up against the competition? Controlling costs? Doing this first will save you a lot of time in the long run, and allow you to hone in your recommendation.
  2. Share your experience and expertise. Small business owners are experts in running a business, and want to know you’re an expert in employee benefits. You do this every day – right? You know what benefits most employers prioritize and how. And you know what benefit designs are most common. Plus, you know what’s most common isn’t always the best fit for every client. Being transparent and sharing what you know based on your experience and expertise will go a long way with your clients.
  3. Back up what you know with hard data. There are existing tools and resources available to you that show what others are offering for benefits, including which benefits and the specific benefit design. While your experience and what the tools show may not be different, this extra step will demonstrate to your clients that they’re important to you, and that you’ve taken the time to do the research. They have more than just your word to go by.

* 2017 Principal® Business Owner Survey, conducted by Harris Interactive

Principal Life Insurance Company, Des Moines, Iowa 50392-0002, principal.com

Principal, Principal and symbol design and Principal Financial Group are trademarks and service marks of Principal Financial Services, Inc., a member of the Principal Financial Group.

For financial professional information only. Not for use with consumers or the public.

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