IT Staffing Sales Effectiveness
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
One of the biggest challenges senior sales leaders face is how to onboard and train millennial salespeople. It’s a daunting task, and an expensive one. Getting new employees up to speed can cost up to 30 percent of a new hire’s annual salary. This is particularly true for more established organizations who have relied on more traditional, instructor-led classroom training as their primary means for training new hires.
Hiring "A" players is not a repeatable or scalable solution for growing your business because there simply isn't enough "A" players in the market place. Even if you could load up on talented "A" players, they still need a proven path to follow. What you need is a sales process. A sales process can scale as your organization grows and it will support all sellers, regardless of talent level to predictable success. In fact, a study conducted by Vantage Point Performance and the Sales Management Association found that B2B companies who had defined a formal sales process experienced 18% more revenue growth compared to companies that didn’t. But the benefits of a sales process go far beyond your bottom line, many of which I will touch in this post, your guide to understanding sales process.
Learn our proven 7 step methodology for turning cold calls into hot leads.
IT staffing firms depend on their sales team to grow revenue and maintain gross profit margins. To support them in this responsibility, they invest in IT staffing sales training to ensure their people have the knowledge and skills to win. However, most organizations are far less effective at sustaining the impact of sales training then they are with delivering the training. For that reason, leaders need to develop a sales training user adoption plan to protect their training investment and ensure they see lasting results.
As a sales leader, your primary responsibility is ensuring your salespeople possess the skills and knowledge to meet and exceed sales quota. After all, either your sales reps make their number or they don't. Providing your sales team with sales training is key to not only meeting and exceeding sales quota but retaining talent. In an effort to help guide you in calculating your sales training budget, this blog post focuses on sharing with you how market leaders allocate sales training budgets.
According the 2017 State of the Industry report from the Association for Talent Development, organizations invest on average $1,273 per employee for training, learning and development. Organizations smaller in size spend more per employee and larger organizations spend less per employee but smaller organizations have a much smaller training budget than larger organizations.
Developing, delivering and maintaining an IT staffing sales training program requires strategic planning and capital in the form of sales methodology expertise, instructional design knowledge and technology. Because your sales onboarding and sales training program plays such a key role in the growth of your organization, knowing if and when to outsource the development and/or management of your sales training to a strategic sales training partner or develop it in house is not an easy decision and shouldn't be take lightly. If you and your staffing staffing firm are debating "build vs. buy," consider these ten questions. IT Staffing Sales Training, Build or Buy (Outsource it), 10 Questions to Consider What is your sales training strategy, instructor-led classroom training or online sales training? If you decide you want to incorporate online sales training than the next question is, do you have a cloud based learning management system? If not, you can learn how to identify and select a learning management system that is right for you. Do you have a full time sales enablement manager or the ability to hire a full time sales enablement manager? Regardless of who is responsible for sales training in your organization, you will need to consider the following questions. Is there someone in your organization who possess the skill, knowledge and expertise to script word-by-word your IT sales training material? This includes scripting objection rebuttals, messaging for how to open a sales meeting, messaging for executing a cold call, messaging for pitching a candidate and creating sales training exercises such as role play scenarios? Assuming the answer to the previous question is yes, does this person also have the time to create the training materials? Is the person responsible for sales training in your organization able and willing to model the desired sales behaviors for all to follow by recording themselves in front a video camera demonstrating how they handle objections? Demonstrating their cold call message? Demonstrating their voice mail message? Demonstrating how they pitch a candidate? If not, is there another person who is? Does the person creating your sales training material truly understand who your ideal buyer personas are and what is important to them? Do they understand them well enough to teach your sales team? Does the person creating your sales training material understand how to design content that aligns with each stage of your sales and recruiting process including the buyers journey? Does someone in your organization understand change management and user adoption and do they possess real world experience with sustaining change to ensure your training sticks long-term? Do you understand how to create sales training effectiveness metrics and do you have a mechanism for tracking and measuring sales training effectiveness? By answering these questions and taking these key points into consideration the answer to whether or not you should build or outsource your sales training to a strategic partner vs. build internally should become clear. And if you know you want or need to build it internally, your answers to these questions should help you pave the way for steps you need to take to build it. For additional ideas on how to optimize the effectiveness of your sales training program, download our ebook, Five Ways to Drastically Overhaul Your Sales Training Program and Boost ROI.
Many sales leaders think of sales onboarding as an additional cost that chips away at their profitability. The reality is, faster sales onboarding is your quickest and lowest hanging fruit for generating revenue. Yes, it can be time and labor intensive, but sales onboarding is a revenue generating activity just like sales prospecting and should be treated as such. Here is why. Your sales new hires are the "X Factor." The reality is you have no idea what kind of performance you're going to get from your new hires once they start. But it doesn’t have to be that way, if you know how to structure the first thirty days of sales onboarding.
As you're probably aware, more and more educational institutions and businesses are adopting online sales training. This is largely due to the increase in affordable and easy to use technology that makes online sales training so cost effective and quick and easy to deploy. However, if your IT staffing firm has been utilizing traditional training methods such as shadow training or instructor-led classroom training vs. online sales training, than it may be daunting to even consider adopting an online sales training model. Just thinking about where to begin can be intimidating. In this blog I’m going to share with you seven benefits of online sales training for IT staffing firms.
If you’re a sports fan than you probably already know that top professional athletes love to watch and study video footage of other top athletes. For example, NBA all-stars Kevin Durant and Steph Curry love watching old Michael Jordan, Ray Allen and Kobe Bryant videos in an effort to learn and emulate their game. They study the greats in an effort to improve their game and develop new moves. Professional athletes along with their teammates and coaches also watch and study game film together to identify what they can improve upon. Coaches and teammates point out their mistakes. This is how they improve performance. Leading research firms have also discovered that video training and video sales coaching is not only a preferred and effective learning tool, but that it also improves sales training results. Consider the following: Sales teams that reinforce training with video sales coaching see 34% more first-year reps hitting quota. (Aberdeen Group) Peter Ostrow of SiriusDecisions says "video is well-suited to refining the human element of [B2B] selling. Younger generations are especially engaged with rich media such as video. This includes millennials, who will make up 75% of the U.S. workforce by 2025."
If you’re trying to find the best training program for your employees, there are a few things to consider when it comes to online sales training vs. instructor-led classroom training. In this blog post I share the differences between online sales training vs. instructor-led classroom training to help you decide if it is time for you take your sales training online.