1. DPS New Hire
Orientation Guide
Employee Name:

2. Hello there!
As President of the Florida Branch of Dominion Payroll Services, I’d like to personally welcome you
to the team. It’s an exciting time for DPS, and as we continue to grow, we strive to remain as adaptable,
motivated, and responsive to our new employees as our new clients. We pride ourselves on providing
best-in-class value, functionality, and service, and we will go the extra mile to exceed expectations.
We’re glad to have you on board!
I’d like to give you an idea of what you can expect and what we hope to achieve. This orientation guide
will not only help in getting you set up, but will give you the tools to succeed in your first 90 days and
far beyond. It includes the basics, such as how to get started in the system, as well as crucial
information for winning business.
This is NOT intended to replace time spent working with your teammates and me. You will be
spending a huge amount of time with everyone in the office, as we are all committed to making you
successful. Use this guide as a foundation and know that we are here to support you in every step.
As a part of our team, you are our most important and greatest asset. We could not accomplish what we
do everyday without our employees. I’m very pleased to welcome you to Dominion Payroll Services
and look forward to working with you.
Sincerely,
Dennis Gallagher
President
Dominion Payroll Services of Florida

3. 30 / 60 / 90 Day Orientation Plan
If you have made it this far, it is because we have identified certain traits in you that directly
align with success in this position – drive, intelligence, commitment to excellence, and ownership over
one’s work. Now that we have identified that you have the core values, we are committed to doing
everything in our power to make you successful. This 30/60/90 day plan is designed to provide you
with the basic knowledge and skills to take your strong foundation and quickly get you up to speed in
order to make money and be recognized as a leader within DPS and the community.
Throughout the process, we will be testing your skills to identify areas where you need more
coaching or focus, and areas where you are excelling in order to know where to focus our efforts and
the next portion of the plan. Please be open and honest if you need help in certain areas – DO NOT be
afraid to ask for help. That is crucial in the process, and will only lead to more success in the long term.
Your reviews will be based on these exams as well as recorded activity and ratings in each
category from your manager. From our experience, if you follow the process and take advantage of the
resources given to you, there is no opportunity to not be successful. If you make it through the 90-day
program, you are a true SPARTAN and are destined for greatness within DPS. If you are unable to
complete the 90-day program, you will not be able to continue employment with DPS.
I have read and understood that the 90-day program is required for employment with DPS.
________________________________ ___________________________________
Employee Signature Manager Signature
Let’s Begin!

4. 30 / 60 / 90 Day Orientation Schedule
First 30 Days
Start:
Finish:
30 Day Review:
( / / )
Goals:
1. Onboarding
2. DPSF Vision, Goals
3. Introduction to DPS team
4. Establish Battle Plan
5. Product, System, Market Knowledge
6. Networking Foundation
7. Ability to Set Appointments
8. Ability to Demonstrate Platform
First 60 Days
Start:
Finish:
60 Day Review:
( / / )
Goals:
1. Deeper understanding of market
2. Complete higher level system demo
3. Completing “Battle Plan”
4. Establishing Network
5. Ability to Run Appointments
6. Ability to Complete Extended Demo
First 90 Days
Start:
Finish:
90 Day Review:
( / / )
Goals:
1. Full understanding of market and DPS
Products
2. Understanding of Sales Process
3. Activities leading to closed business
4. Ability to Close Business

5. 30 / 60 / 90 Day Weekly Focus
Each week, you will focus on building a different area of expertise, from the
Foundations of Payroll, which will teach you basic market information, to lessons on the
full sales cycle, which is intended to prepare you to walk a client from prospecting to
implementation and through the fulfillment stage.
Please allocate at least ONE HOUR per day to studying these materials.
Every Monday, you will need to be prepared for a test of some kind on the focus
of the previous week. Most of these will be written test, but for items such as the product
demonstration, you will be presenting a full demo to the office. Again, these “tests”are
to gauge your understanding of the different aspects ofthe business, which will enable
us to focus our efforts on where you need additional help – everyone learns at a different
pace and will struggle in some areas. You will be required to get a manager to sign off
on each area before moving forward, as each focus listed is CRITICAL for success in
this position.
Days 1-30
Week 1 Orientation, Foundations of Payroll, 30-sec Commercial
Week 2 ProductKnowledge, ProductDemonstration
Week 3 Battle Plan, Cold Calling
Week 4 First Time Appointments
Days 30-60
Week 5 Competitive Information, Pricing / Proposals
Week 6 Affordable Care Act, Referral Partners
Week 7 Extended Demo
Week 8 Sales Process
Days 60-90
Week 9 Needs Analysis
Week 10 Implementation
Week 11 Full Sales Cycle – Closed Business
Week 12 Expectations and Goal Setting – Year 1

6. First 30 Days
First 30 Days ( / / - / / )
The first 30 days of your training are focused on making sure you are settled into your
new environment, have a solid understanding of DPS as a company, start developing
productand market knowledge, and rounding out your “cookbook” – the recipe of
combined activities that will lead to success in sales.
Goals:
1. Onboarding
2. Full vision & understanding of DPSF vision & goals
3. Introduction to DPS team
4. Establish Battle Plan
5. Product, System, & Market Knowledge (Solid Foundation)
6. Networking Foundation
7. Activity Goals : Set 2 Appointments
30-DayReview Scheduled:__________________
Week 1 Week 2 Week 3 Week 4
Orientation
Paperwork Due
____/_____/_____
Passed:
Manager Initials
Exam: Foundations
of Payroll, 30 sec
____/_____/_____
Passed:
Manager Initials
Exam: Product
Knowledge / Demo
____/_____/_____
Passed:
Manager Initials
Exam: Battle Plan
Complete
____/_____/_____
Passed:
Manager Initials

7. Monday, Week 1
Employee Pay / Self Service Information
 At DPS, we pay weekly. Please provide your Direct Deposit information, and the
funds will be automatically debited to your account each Friday morning.
 You will be receiving an email from Coastal Payroll that will allow you to
authorize your account in order to view the payroll system as an employee
 Once your credentials are set up, you can both view your employee information
online and via mobile app (instructions later!) www.coastalpayroll.net
 If you forget the website, don’tworry – you will get an email every week with a
link to view your pay stub.
Foundations of Payroll
Now that you’re settled in, we’ve prepared a lengthy but necessary presentation on the
Foundations of Payroll. You will have a week to review this document – let us know if
you need help, have any questions, or are totally lost.
Dropbox > 1 – SALES TRAINING > First 30 Days > Foundations of Payroll
You will be tested on this information NEXT MONDAY.

8. Tuesday, Week 1 – DPSF Vision / Goals
As a member of our team, you have a HUGE impact on not only the Florida office, but
also on the organization as a whole as well as on our partner software company,
Infinisource. You and your actions directly affect our goals.
Let’s take a look at what those goals are and how YOU fit in!
DPS Overview:
“Dominion Payroll Services offers payroll, HR, timekeeping, and pre-employment solutions to meet all
of your business needs. We have offices in Richmond, VA, Tampa, FL, Charlotte, NC, and Nashville,
TN and provide services to clients in all 50 states. Our dedication to customer service has helped DPS
grow to thousands of clients ranging in size from 1 to 2,500 employees, and we have a wealth of
experience helping clients of all shapes and sizes manage the business of employment. DPS is quickly
becoming the premier choice for customized payroll and HR solutions, and we’d love to serve you!”
Our Mission:
“We will provide best-in-class value, functionality and service for integrated payroll and human
resource products and services. We will go the extra mile to exceed expectations by continuous
consultation to assist in improving our client’s business. They will know that we believe that they
are important.”
Our Vision:
“We are the number one choice in our region by providing the highest level of service coupled
with the best integrated payroll and human resources software in the industry. Our culture is a
key value to the relationship we have with our community, clients and employees.”

9. Tuesday, Week 1 – DPS Vision / Goals
History of DPS:
“In 2000, the Davids – Gallagher and Fratkin – had both had successful corporate careers and
were looking for a new challenge of their own. Gallagher had worked at ADP. He managed
their Southeast Asia region until he was promoted to oversee the national sales group in
California, where he sold payroll to clients as high profile as Microsoft. Meanwhile, Fratkin
had a great deal of success managing various start-up firms and spent about a dozen years with
Verizon Communications in management positions all over the East Coast, eventually
administering payroll for their over 80,000 employees.”
We are SPARTANS!
The Spartan army was one of the most feared military forces in the Greek world. It was commonly
accepted that “one Spartan was worth several men of any other state.” Spartans would never lay down
their weapons for any reason, be it hunger, or danger. Spartans valued education and knowledge,
intense physical fitness, self-discipline, fairness and honor, and fearlessness.
At DPS and Infinisource, we have chosen the Spartan as our mascot. As Spartans, we seek to be the
BEST – to be widely known and feared.
We never give up.
We work together.
We work harder than anyone else.
We celebrate our victories.
AND WE WIN, OR WE DIE
TRYING.

10. Product Demonstration – Sample Guideline
Login: www.dominionpayroll.net | Demo Company: FLOR Demo
 Manager Access:
o Username: flordemomanager@gmail.com
o Password: Payroll7!
o Gmail Password (Authentication): mjg12345
 Employee Access:
o Username: flordemoee@gmail.com
o Password: Payroll6!
o Gmail Password (Authentication): mjg12345
Login / Credentials
 Single sign on, web-based, so you can access wherever or whenever
 Credentials determine level of access – customized for different levels of ees / managers
Client Landing Page
 Administrator = More options in menu, all customizable
 Landing Page = Home Screen
o Toggle between companies
o Quick HR Links for new hires or assistance
o Information on next payroll run
o Any important news from DPS (banking holidays, etc.)
 Dashboards:
o Executive: Quickly get data you need without having to run report
o ACA Dashboard: Great way to quickly and effectively manage your Affordable Care
Act information and stay on top of eligibility and enrollment
Menu on Left: Helps you navigate between different aspects of the website
Employee Management
 Section where you can view/edit ee info – main source for HR related information
 Employee Summary
o Quick view of all employees
o > Click within > Click one aspect > Brings directly to that screen so I can make any
necessary adjustments
o Remember: Because the system is a single source database, if you make a change in one
area, such as changing this employees’ tax filing status, there is not updating other
systems – the change is registered throughout the entire system, from payroll to benefits.
o Really great example of this is the termination feature:
 Because the information is all connected, when I terminate an employee, I can
automatically update the PTO to delete future absences, add stop dates for
benefits, send out a COBRA notification, and even see a Termination Report that
summarizes their information.

11. Product Demonstration – Sample Guideline, cont’d.
Employee Management, cont’d.
 HIRE employee, multiple options:
o Onboarding Feature: All you need is email and name
 Enroll in ESS, collect paperwork and information > Add to Pending New Hires
section, where you can review information to be added to system
o Quick Hire Feature: Quickly tab through information, upload documentation like tax
forms but also forms unique to your business (non-compete agreement, employee
handbooks, etc.)
 Employee Maintenance:
o Majority of HR Information
o General Tax / Contact Info
o Employment Status, with ACA Status built right in
o Org Management – Set up multiple layers of manager / supervisor roles to make your
lives as administrators easier
o Labor Allocation / Distribution
 Employee Pay
o Does calculation FOR YOU – estimated annual salary / hourly rate
o Earnings, Deductions built in table format
o Handle garnishments for you
o No limit on number of accounts you can enter within Direct Deposit
 Employee Benefits
o These can be built into the system to include plan details for Applicable Large
Employers, or can simply track deductions for employees
o Leave Accruals can be customized for different departments or even specific employees
 Human Resources
o Everything from disciplinary action to license and certification tracking
o Disciplinary actions
o Company Assets > Termination Report
o Employee Documents > Manager / EE View
 Payroll Accumulations
 Performance Reviews
Manager / Employee View
 Login as Employee - Credentials determine level of access, all customizable
 Onboarding, View Pay, W2 Forms, Update Information
 Time & Attendance – quick punch, detailed punch, view time card, approve
 Mobile App
 Enroll in benefits / life events
 Manager View : View ee’s, toggle between views, manager approval

12. Thursday, Week 2 – Time & Attendance
Time & Attendance:
Two options for Time & Attendance
Timeforce: Complex, made for higher level deals / companies
 Very high level of capabilities
 Does almost EVERYTHING well
 Job costing, missing punch / overtime alerts, mobile
app, scheduling
 See TimeForce in Dropbox
iSolved Time: Newer technology, still developing all
functionality (See iSolved Time in DB)
 GPS Tracking through mobile app
 Completely integrated, one login
Types of Clocks:We make our own clocks, and have many
options: biometric (fingerprint), proximity (card), coded, and
rugged (outdoor/ manufacturing.) (See Time Clocks in DB)

13. Monday, Week 3 – Establishing your “BATTLE PLAN”
So what does your Battle Plan look like, now that you have been working to
broaden your network and expand your product knowledge?
Use this Battle Card as a way to track your progress throughout the week.
(See Battle Card in Dropbox)
Activity Mon Tues Wed Thurs Fri Totals
Calls or Foot
Canvassing
Networking
Events
Referral
Partner Mtgs
Training
Hours
Appointments
Set
Other
Misc.
Daily Activity
Now that we’ve established the battle card, use the lessons over the next few
days to complete your 40 activities – you will be presenting your completed
Battle Plan during Monday’s meeting.
We will review your calls next week to see what worked, what didn’t, and
how your calls are going – get ready to call with your team!

14. COMPANY NAME: INFO:
Contact Names / Roles: LinkedIn Connected?
# Entities: # States / Locations: # Employees:
Bonding & Rapport Up Front Contract
Relationships: Goals for Meeting:
PAIN: Is it ok if I ask you a few questions to get a better understanding of your business?
Pay Frequency:
Pay Schedule /Date:
Pay Groups?
Current Provider:
Current Platform:
Delivery: DD %: Main Pain:
Employee Lifecycle Management Time & Attendance
App Tracking/Onboarding: EnteringTime / Clocks? :
Labor Allocation/ JobCosting:
EE Self Service: PTO / Time OffAccruals:
Payroll Human Resources
Customization/ Flexibility:
Ease of Use:
Questions / Compliance:
Garnishments: Licenses / Cert Tracking:
PreviewReports: Handbooks:
Errors? Performance Appraisals:
Reporting Benefits
Fav Reports: Benefits:
Report Writer: Open Enrollment
ACA:
GL: 401K:
Service Other
General: Workers Comp:
Training: Bank:
z
Additional Notes: MainPain Points:
Budget: Decision/ Competitors:
Next Steps: FollowUpItems:

15. 60-DAY REVIEW TEMPLATE
ACA | Comp Intel | Proposals | Extended Demo | Battle Plan | Network | Run Appts.
Lesson Competitive
Intel
Pricing,
Proposals
Affordable
Care Act
Referral
Partners
Extended
Demo
Sales Process
1 – Return to
Lesson
2 – Needs
Improvement
3 – Would like
to see
improvement
4 – Excellent
Understanding
5 – You could
teach this shit.
DG Initials of
Completion
Employee - 3 UP - Manager
1. 1.
2. 2.
3. 3.
Employee - 3 DOWN - Manager
1. 1.
2. 2.
3. 3.