IT Staffing Sales Effectiveness
Sales best practices for improving sales win rates, shortening the sales cycle and increasing overall quota attainment. Sales strategies to make revenue growth repeatable, and scalable
Yes, you read that correctly, these email templates will help you open doors and build relationships with new prospects. No, they will not work every single time but compared to the generic, “one size fits all” and overly salesy emails most sales reps send, I’m confident these will work far more effectively.
In most instances, the sales discovery call is the first conversation with the prospect-and often the most important conversation-AFTER YOU HAVE DETERMINED THE PROSPECT IS A QUALIFIED BUYER. I would argue that the sales discovery call actually sets the entire tone for the client relationship. Why? The discovery call is "make or break time" for the sales rep because he or she will either pigeon hole themselves in the commodity bucket or they will establish themselves as an authoritative thought leader who brings credibility and adds value to the conversation. Not only that, have you ever actually seen the calendar of a corporate decision maker? It looks something like the calendar below. When you you get on the calendar of a corporate decision maker (hiring manager), you sure as heck better bring your A game and nail the discovery call.
Learn our proven 7 step methodology for turning cold calls into hot leads.
Think about how much time and energy you invest in reviewing sales metrics, sales pipeline reports, analyzing and updating your job board (assuming you have one in your office) and looking over sales forecasts in your CRM or ATS. Now also think about how much time and effort you put into preparing for and participating in sales meetings, and one-on-one meetings with your sales reps where you're trying to help them get those "late stage deals" back on track and closed. If you’re like most sales leaders than the answer is a LOT! For most sales leaders and IT staffing owners, the sales pipeline is the key driver for how the business is managed. The sales pipeline including the sales forecast guides many of the tactical and strategic business decisions from when, why and how to hire new sales reps and recruiters to making technology investments and expanding the footprint of the business. Your sales pipeline is your lifeblood!
One of the biggest challenges senior sales leaders face is how to on-board and train millennial salespeople. It’s a daunting task, and an expensive one. Getting new employees up to speed can cost up to 30 percent of a new hire’s annual salary. This is particularly true for more established organizations who have used traditional classroom-based (static content) as their primary method for training new hires.
There is a lot of truth to the sales metaphor “what we plant today we’ll harvest tomorrow.” Sales people have to plant a ton of seeds (qualify leads) in order to harvest their anticipated yield, yet planting the seeds is the easy part. The hard part is nurturing those leads through careful planning and executing each interaction via telephone, email, text, and face to face meetings. Suffice it say, it’s a daunting task for sales professionals and sales leaders to build and execute a lead nurturing campaign that not only shortens the sales cycle and has a measurable impact on the business, but actually compels the prospect to want to engage with the sales professional.
Selling IT staffing and professional services has evolved into a complex sales process. Not only are buyers more educated than ever but more stakeholders are involved in the decision making process. According to a study by the Corporate Executive Board, on average, 5.4 people are now involved in today’s B2B purchasing decisions. Differences in opinion, goals and personal agendas not to mention selling to different buyer personas make it increasingly difficult to reach consensus.
If you have been in sales long enough, especially IT staffing sales, than you know there are a lot of reasons, reasons outside of our control for which deals can blow up and fail to close. But there are other reasons, reasons that are within control of the sales rep for why deals don't close. I’m going to share with you what I have found to be the most common reasons (that are within the control of the sales rep) for why sales reps can't close deals.
Building a high performing IT staffing sales team requires one to hire the right people, create a culture in which employees are empowered to make their own decisions (but still held accountable), and provide them with the skills and knowledge they need to consistently execute at a high level. In the staffing industry these first two topics generate a ton of buzz and are always hot topics for discussion at industry conferences. But where I see less discussion is on the topic of how to provide employees with the knowledge and skills they need to consistently execute. Most of the staffing owners I have met over the years tend to skip over new hire on-boarding, particularly sales on-boarding. I can’t speak on behalf of the owners but I think this happens because most owners were top performers themselves before they started their own company. As a top performer working for their employer, they were just able to figure things out on their own. Because it was easy for many of the owners to just “figure it out,” the assumption is that their new hires (sales reps and recruiters alike) will also figure it out. This of course is a huge mistake (a big reason why 65% of IT staffing firms are under $20M in revenue) as it takes far longer for new hires to become effective and meet quota and often leads to high turnover. Nowhere is this more important than sales on-boarding as I covered in my six part blog series New Hire On-boarding & Training that Delivers ROI. Investing your personal time and energy into designing your new hire on -boarding program will have huge paybacks. First of all, who knows your customers better than you? As the owner, you in all likelihood know your customers the best including their pain points and how to handle customer concerns and objections. The knowledge built up over the years makes you the most qualified to build your on-boarding program. Besides, this is how you make your business scalable, by passing on the valuable knowledge and insight that has been sitting in your brain all these years. Getting On-boarding Right Allows the Business to Scale Just about every IT staffing leader I have met is obsessed with growing their business. More specifically they're obsessed with figuring out how to scale their business. But I have yet to meet an owner who is obsessed (or really given it much thought) with scaling desired sales behaviors across their organization. A big part of achieving scale and repeatable growth is having processes, systems and technology in place but another part, a bigger part, is scaling the behaviors of your employees who are driving and executing. I’m talking about sales behaviors like:
As you're probably aware, more and more educational institutions and businesses are adopting online learning. This is largely due to the increase in affordable and easy to use technology on the market and a fast growing demand for an engaging learning experience (think Millennials). However, if your IT staffing firm has been utilizing traditional training methods (I.E. read the corporate handbook, shadow training and classroom training) than it may be daunting to even consider adopting an online training model. Just thinking about where to begin can be intimidating. In this blog I’m going to share with you 7 benefits of online learning for IT staffing firms. Before I dive into those benefits however I think its a good idea to first review your existing training curriculum and objectives before you can begin to think about making the transition to online training.
In this blog I'm going to share with you how to effectively analyze your company's online sales training needs so that you can create an online training and development strategy that allows your organization to reap the numerous benefits and rewards of online sales training.