Questions?  Call us now at (888) 553-3083

4 Ways To Avoid Common New Hire Onboarding Pitfalls

by Dan Fisher on Aug 17, 2016 7:53:19 AM

You're feeling good. You've just completed weeks of reviewing and screening resumes and interviewing dozens of candidates to join your sales or recruiting team. You finally found a candidate who really knocked your socks off! They came in and really impressed with you with how they prepared, their hustle and dedication, and of course their proven track record, positive attitude and competitive demeanor. Naturally you have high expectations for your new hire. In your mind you're already "raking in the cash!"

Read More

Topics: Sales Training, new hire onboarding,, new hire training

How to Encourage and Sustain a Culture of Continuous Learning

by Dan Fisher on Jul 25, 2016 8:00:00 AM

This blog is part five of a six part blog series that shares the steps to building and deploying a best in class new hire on-boarding and training program as presented (and including video) at Bullhorn Engage 2016.  You can read part one, part two, part threepart four and part five here. In this final installation of the blog series I share a few tips for reinforcing sales training and create a culture of continuous learning. 

Read More

Topics: Sales Training, sales coaching, new hire onboarding,

How to Create Metrics to Track New Hire Training Effectiveness

by Dan Fisher on Jul 19, 2016 8:00:00 AM

This blog is part five of a six part blog series that shares the steps to building and deploying a best in class new hire on-boarding and training program as presented (and including video) at Bullhorn Engage 2016.  You can read part one here and part two here. Here you can read part three and part four here. In this  fifth installation of this blog series I share how to measure the effectiveness of your new hire training program. 

Read More

Topics: Sales Training, sales metrics, new hire onboarding,

How to Design Your New Hire On-Boarding & Training

by Dan Fisher on Jul 15, 2016 7:00:00 AM

This blog is part four of a six part blog series that shares the steps to building and deploying a best in class new hire on-boarding and training program as presented (and including video) at Bullhorn Engage 2016.  You can read part one here and part two here. Here you can read part three. In this  fourth installation of this blog series I share how and why you need to build your new hire training and on-boarding program in modular components 

The number one question IT staffing sales leaders and owners ask of us when considering new hire training and on-boarding is "how long will it take my reps to get through training?" While I can certainly understand and appreciate why sales leaders and owners ask this question, it unfortunately is the wrong question to be asking. The most common reason new hires struggle with ramping up to meet their quota is because of this focus on "speed to completion." New hires are being force-fed information through a fire hose and expected to be able to apply the information and execute on the battle field. Unfortunately that is not how people learn. Instead, the question IT staffing sales leaders and owners should be asking is "how long will it take for my new hire to sell at the same proficiency as a tenured top performer?" 

Read More

Topics: Sales Training, new hire onboarding,

Why Connecting With Your Team Yields Better Sales Results

by Gerry Gadoury on Jul 11, 2016 12:06:47 PM


It has often been said that managing sales people is like herding cats and while I have never herded cats, and have no desire to try, I have managed salespeople.

When I visualize someone herding cats, I've got to say that I think the analogy stands.

Read More

Topics: sales management, sales goals, sales results, coaching

New Hire On-Boarding: Map the New Hire Journey and Sales Methodology

by Dan Fisher on Jul 11, 2016 7:34:13 AM

This blog is part three of a six part blog series that shares the steps to building and deploying a best in class new hire on-boarding and training program as presented (and including video) at Bullhorn Engage 2016.  You can read part one here and part two here. In this  third installation of this blog series I share how and why you need to map the new hire journey and build your sales methodology 

Read More

Topics: sales methodology, Sales Training, new hire onboarding,

How I Built a Sales Methodology to Help IT Staffing Firms

by Dan Fisher on Jul 8, 2016 6:02:01 PM

Before I launched Menemsha Group and before I was promoted into management I was a sales rep selling IT staffing and consulting services. I did it for about fifteen years. That's right, I pounded the phone day in and day out.  I wouldn't have considered myself the most talented rep.  In fact, I would say that my internal reputation with my peers was built on my work ethic and persistence. I think I mostly outworked my competitors but I don't believe my approach (early on anyway) was very sophisticated.  Making 100+ dials a day and converting 3-5 new sales leads every day was standard operating procedure, all while managing my existing book of business. But I always had a fire in my belly to figure out a better way, a more effective way to get better sales results from the time and energy I was already putting in. 

Read More

Topics: sales methodology

Building Your On-Boarding Program: Start By Maping the Buyer Journey

by Dan Fisher on Jul 8, 2016 8:30:00 AM

This blog is part two of a six part blog series that shares the steps to building and deploying a best in class new hire on-boarding and training program as presented (and including video) at Bullhorn Engage 2016.  Your can read part one here. In this  second installation of this blog series I share how to build the core foundation of your new hire training and on-boarding program. 

Read More

Topics: Sales Training, sales process, new hire onboarding,

New Hire On-Boarding & Training That Delivers ROI Part 1

by Dan Fisher on Jul 5, 2016 9:38:54 AM

This blog is part one of a six part blog series that shares the steps to building and deploying a best in class new hire on-boarding and training program as presented at Bullhorn Engage 2016.  In this  initial blog I share why many staffing firms struggle to effectively ramp up new hires and why those training programs fail to deliver the anticipated and expected ROI. In parts two through six I will detail the components of a best in class new hire on-boarding program.

Read More

Topics: IT staffing, Sales Training, new hire onboarding,

How One IT Staffing Firm Boosted Profits Over 25% in One Year

by Dan Fisher on Jun 30, 2016 7:30:00 AM

I write constantly about the need for most IT staffing firms to adopt a sales methodology.

Read More

Topics: sales methodology, case study, client case study

Improve Your Sales Effectiveness

A blog offering fresh ideas, novel sales strategies and sales leadership advice for the IT staffing industry.

Subscribe to Email Updates

Posts by Topic

Expand all