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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

Lessons Learned: 10 Tips to Prevent a Wasted Marketing Investment

by Dan Fisher on Apr 26, 2016 6:36:13 PM

You can probably think of a million-and-one ways in which you can invest your finite budget to open new accounts and increase market share. If you’re like many staffing leaders you’re probably thinking you can:

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Topics: sales leadership, marketing

5 Ways to Track if Your Sales Training Program is Worth It (for IT Staffing Firms)

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

How do you know if your sales training program is working? It’s not as easy as you might think to answer this question.

If you have any experience at all in sales, you already know this; sometimes success is the result of pure dumb luck. Maybe a prospect was too tired and lazy to research your competition. Maybe you just happened to call at the right time, through no skill of your own. It happens.

My point is, just because a rep manages to close their first deal, it doesn’t mean they’ve learned all they can learn from your sales training and are ready to start bringing in new business to your IT staffing firm.

In fact, I’ve seen it happen time and time again where an IT staffing firm assumed a rep was ready, only to see them lose subsequent deals — over and over.

Where did these firms go wrong? They were tracking the wrong metrics.

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Topics: Sales Training, scalability, sales training

4 Reasons Your Best Sales Rep May Be Your Worst Sales Trainer

by Dan Fisher on Apr 21, 2016 8:00:00 AM

When you think about it, it only makes sense to put your best sales performer in charge of training the rest of your sales team. Who better to show new and underperforming sales reps how it’s done than the person who’s shown they know how to do it, time and time again?

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Topics: Sales Training, sales coaching

The 3 Reasons Your IT Staffing Sales Reps Can't Pay for Their Seats

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

As the owner or sales director of an IT staffing firm, what matters more to you? That your new sales reps are out selling for you, closing deals as quickly as possible after you hire them, or that they have the skills they need to sell as effectively as possible?

It’s a trick question. If you want to grow your staffing firm with new business and see the investment you’ve put into sales training and new reps start paying back, you need both.

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Topics: sales performance, sales strategy

Investing in Sales Training or Sales Data Intelligence? Five Things to Consider

by Dan Fisher on Apr 18, 2016 9:39:27 AM

No, it's not a trick question, but it is a tricky decision.  If you're like many of our client's, you probably have a finite budget in which you can invest in sales tools and services to improve sales performance and meet your sales quota. You can invest by purchasing a list full of contact and company profile data or subscribe to a monthly service like, Linkedin, Discoverorg or Rainking to help your sales people reach the right decision makers.  On the other hand you may be weighing this investment decision against a sales training investment. According to the 2014 MHI Research Institute Sales Performance and Productivity Study, the top two sales productivity investments sales teams made for 2014-2015 were improving product knowledge and market competitive intelligence (82%) and improving process, skills, or competency training (81%)

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Topics: Sales Training, sales leadership, sales tools

How Long Should Your IT Staffing Firm’s Sales Training Last?

by Dan Fisher on Apr 14, 2016 8:00:00 AM

As the owner of a small IT staffing firm, you don’t have much time to waste. It’s a growing industry and a fast-moving industry, and if you’re like many of the owners I work with, you took a big risk leaving your longstanding IT job at a big company to strike out on your own. You want to establish your new business as quickly as possible.

As a sales coach for IT staffing firms, one of the questions I get most often is, “How much time do I have to spend training my sales reps? I need them to pay for their seats now!”

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Topics: scalability, sales training, sales hiring

Why Shadow Sales Training is Useless in the IT Staffing Business

by Dan Fisher on Apr 12, 2016 10:30:00 AM

Shadowing is the most common form of sales training in the IT staffing industry. It’s also the most worthless.

I firmly believe — and my experience has confirmed — that if the only training you’re giving your new sales reps is the opportunity to observe your top performers in action, they will be woefully unprepared to secure new business for you and help you grow your company.

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Topics: Sales Training, sales coaching

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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