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: