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
This SIA Staffing Index report from April 26th shows that staffing revenue grew by 14% year-over-year in March. Travel nurse staffing, allied healthcare and legal staffing led the way followed by industrial and IT staffing. This isn't just great news, this is outstanding news!
In 2000, Marc Benioff, then the CEO of a tiny startup that nobody had heard of paid professional actors to carry “anti-software” signs. They "picketed" in front of Siebel Systems annual user conference. At the time Siebel was the dominant provider of CRM software. And at that time, it was on-premise software. Remember on-premise software? That is software that actually runs on the customer's servers. Today, Salesforce.com is a $13B monster in the SaaS industry. Some would argue or hail Marc Benioff as a "celebrity CEO" and the story of Salesforce.com is taught in business schools all across America.
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More and more IT staffing firms are renewing their focus on sales improvement initiatives. When IT staffing organizations invest in sales training and enroll their salespeople, they’re eager to know how their investment is paying off. However, these initiatives leave little time for the most critical step: measurement. Even the best sales training initiatives fail without proper measurement and monitoring.
The painful truth is, if you've been struggling to grow or your growth trajectory has the peaks and valleys of a roller coaster, it's because you're not ready to grow. Predictable lead generation is the #1 lever to driving revenue growth. Repeat business from existing customers is great and we all want and need that. But if you can’t predictably go out and generate new leads and opportunities and win them profitably, you are going to struggle to grow.
I have to say, it is pretty amazing how quickly things have turned (for the better) in the just a few short months. I speak with customers, CEO's and senior leaders of IT staffing firms every day, and they continue to tell me "we're seeing record-breaking numbers with new job orders and fills." As a result, most staffing firms are in growth mode. Yes, growth mode! 90% of the firms I speak with have and/or are planning to add new recruiters and salespeople in Q2. This is great news!
The COVID-19 pandemic has forced many staffing firms to confront the brutal facts of reality; how to train a remote workforce? And even more importantly, the ability to deliver an engaging remote and mobile learning experience?
Today, more then ever, recruiters and sales professionals rely on technology to help them engage customers and candidates and improve their productivity and effectiveness.
In my my blog post Understanding Which Sales Enablement Software You Need Part One, I discussed Sales Content Management, Learning Management Software (LMS), Video Simulation Software for Skill Certification and Sales Engagement Software. I also highlighted the specific challenges these sales enablement tools and software solve and the solutions they provide.
With sales enablement and sales enablement software rapidly gaining traction - the number of companies with a full time dedicated sales enablement role has more then tripled since 2013. But while adoption has accelerated, so too has confusion around the related technology.
Sales has never been an easy profession, but research shows that more salespeople than ever (including recruiters) are struggling to make quota. CSO Insights reports that over the last 5 years the average number of salespeople making quota has dropped by 10 percentage points! The percentage of companies achieving their revenue goals has also dropped nearly four percentage points!