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3 Traits of an IT Staffing Sales Manager That Will Help Your Firm Grow

by Dan Fisher on May 31, 2016 8:00:00 AM


What’s the most important trait to look for in a sales manager? In any business — to put it bluntly — a sales manager is only worth as much as they’re able to help the business grow, boosting the value of team members and implementing the systems and best practices that allow the business to grow without having to add costs.

In no industry is this more important than IT staffing, where most firms rely dangerously on one or two big accounts for most of their revenue.

So naturally, many IT staffing firms choose sales superstars to head up their selling efforts. After all, who better to help your firm expand your accounts and grow your revenue than someone who really knows how to sell well?

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Topics: IT staffing

Checklist: Is Your IT Staffing Firm Hiring the Wrong Sales Managers?

by Dan Fisher on May 26, 2016 8:00:00 AM

In my last post, I wrote about how most IT staffing firms make the major mistake of compensating their sales managers incorrectly, inadvertently encouraging them to focus on their own books of business, rather than developing the skills of their team. But compensation is only part of the problem. Many IT staffing firms are hiring the wrong sales managers in the first place.

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Topics: IT staffing

3 Ways to Turn a Good IT Staffing Salesperson Into a Great Leader

by Dan Fisher on May 24, 2016 8:00:00 AM

Who’s the best person to head up your IT staffing firm’s sales team? The obvious choice is whoever your best sales rep is. That’s what you’d think, anyway. But you’d be wrong.

One of the most prevalent sales mistakes in the IT staffing industry is firms promoting their top sales rep to the role of sales manager without first training them on how to be an effective leader and more specifically how to coach and develop talent.

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Topics: IT staffing

4 Reasons Your IT Staffing Firm Is Struggling with Landing New Accounts

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

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Topics: IT staffing, selling, industry insights, Common Mistakes

The #1 Bad Habit of IT Staffing Sales Managers (and How to Fix It)

by Dan Fisher on May 17, 2016 8:00:00 AM

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Topics: Common Mistakes

Can IT Staffing Firms Make More Money in 2016?

by Dan Fisher on May 12, 2016 8:00:00 AM

Given all the small IT staffing firms struggling to break through the $10 or $20 million annual revenue threshold, you would think there’s not much opportunity out there for businesses in this industry. Nothing could be farther from the truth.

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Topics: industry insights

Is Selling IT Staffing Services an Art or a Science?

by Dan Fisher on May 10, 2016 7:30:00 AM

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Topics: IT staffing, sell IT staffing

How to Train a Sales Team That Doesn’t Want to Change

by Dan Fisher on May 5, 2016 8:00:00 AM

I write a lot on this blog about how IT staffing firms can rebuild their sales training programs for greater ROI, better trackability, and — most importantly — a more effective team of sales reps ready and able to bring in new business.

“Thanks for all the great tips,” you might be saying, “but my team is set in their ways. They don’t want to change.”

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Topics: Sales Training, sales coaching

To Grow Your IT Staffing Firm, Do a Job Scorecard First

by Dan Fisher on May 3, 2016 8:00:00 AM

If I had to name one thing holding back most IT staffing firms from growing beyond the startup phase, it would be their overreliance on one or two top-performing salespeople for most of their revenue.

I see this in at least 85 percent of the firms I work with. The owner or the sales manager is making most of the deals while the rest of the sales team is struggling just to pay for their own seats.

Most sales training programs aren’t cutting it — for reasons I’ve written about before. So to build a sales force with the skills to not only pay for their own seats, but contribute significantly to the growth of your IT staffing business, I recommend tearing down whatever inefficient, ROI-draining sales training program you’re using now and replacing it with a more effective, more scalable one.

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Topics: sales best practice, sales tools

A 5-Step Plan to Boost the ROI of Your Sales Training (for IT Staffing Firms)

by Dan Fisher on Apr 28, 2016 8:00:00 AM

There are thousands of IT staffing firms across the country, with new ones springing up all the time as IT veterans leave larger firms to strike out on their own. According to Staffing Industry Analysts, the IT staffing market grew 6 percent in 2015, and after a period of similar growth this year, it’s expected to reach $28.9 billion in value.

The problem is, so many of these new firms get stuck in the startup phase, around $10 million or less in revenue.

What’s it take to break through that barrier? A sales team that can consistently bring in new business to your firm.

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Topics: Sales Training, sales enablement

Improve Your Sales Effectiveness

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

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