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
Having a scalable sales organization, one that produces repeatable and sustainable revenue growth without being overly dependent on a key customer or top performer requires IT staffing firms to adopt a structured new hire onboarding and training program in which all employees are trained consistently. A scalable sales organization refers is one in which all team members have been taught, adopted and execute the same sales skills, sales behaviors, messaging and activities so that your sellers, regardless of experience or talent level, consistently meet and exceed sales quota year-over-year based on following a formulaic process - not last-minute negotiations and guessing. Following this systematic process is what enables sales organizations to replicate or 'clone' success across the organization. It is also what enables companies to achieve sustainable and even predictable revenue growth.
One of the patterns we see repeated year after year with IT staffing companies is sales quotas continue to rise, even for salespeople and recruiters who failed to make their quota. That is actually not all that surprising, but what is surprising is that most organizations lack a training budget and supporting plan for ensuring their salespeople & recruiters meet quota. What we often hear is "how do we get the biggest bang for our buck? We've found that very few organizations have a systematic strategy for learning and development including a budget to support their people in helping them meet and exceed quota. My intention with this blog is to share with you the key considerations to account for when establishing your sales training budget. Additionally, I have dug up some data points that demonstrate how high performing sales organizations invest their sales training budget including how much they invest per employee vs. under performing sales organizations.
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Sales enablement has grown dramatically over the past few years. In 2013 less than 20% of companies dedicated resources specifically for sales enablement. Yet by the end of 2017, close to 60% of companies were focused on this vital business function. This is one of the most remarkable sales enablement statistics, and CSO Insights expects this figure to continue to grow rapidly. But is sales training and sales enablement really that important? Can it really make a difference for your IT staffing organization? The short answer is YES. But I will will let the industry statistics do the talking. I’ve compiled relevant research on sales training and sales enablement that shows not only how important it is to prepare your sales reps for success, but to consistently reinforce training through sales enablement tools, coaching and user adoption and change management.
Before we dive into the five sales enablement tools your salesforce needs today, we should remind ourselves of what sales enablement is and why it matters. Sales enablement is the process of providing the sales (and recruiting) organization with the technology, tools, processes, methodologies, training, coaching and playbooks that help salespeople sell more effectively and recruiters recruit more effectively. The intention of sales emablement is to provide salespeople with what they need in order to consistently engage customers and candidates in productive conversations at each stage of the sales process. There is a plethora of sales enablement tools available, but I think the examples that follow should give you a good idea of the types of technology on the market including the types of tools your salespeople need and how they can make your sales team more productive.
By far, the most important phone call or conversation that IT staffing sales professionals engage in is the candidate interview feedback call. This is the conversation in which the salesperson speaks with the customer to get their feedback on how the candidate interview went and attempts to close the deal. After all, this is the conversation where “closing” truly does take place. Either the client says “yes” and decides to move forward with your candidate or, they say no, resulting in a longer sales cycle and/or lost opportunity. In this blog I’m going to share with you best practices to executing the candidate interview feedback call and share with you some tips for how you can improve your interview to offer ratios and ultimately your sales win rates ratios.
While prospecting and cold calling get a ton of well deserved attention, and executing the initial face to face sales meeting is sexy and what everyone is striving for, executing the candidate submittal call is probably the most pivotal step for IT staffing sales professionals. Yet when customers come to me and say “Dan, we need sales training,” very rarely do I hear sales leaders or owners say “we need help with executing the candidate submittal call.” But I know that doesn’t mean that every sales rep is nailing this key step in the sales process because just about everywhere I go sales leaders tell me that they need to improve their candidate (client) submittal to interview ratio. So why doesn’t the candidate submittal call garner more attention? Today it does! Today I’m going to share with you Five steps to properly preparing for and executing the candidate submittal call.
What is the definition of a sales opportunity, or in the world of staffing, a qualified job order? There is no universally agreed upon or correct answer. However, a few clarifications are needed because the concept of a qualified job order or sales opportunity impacts how salespeople and recruiters spend their time, sales-recruiting alignment (if you can’t agree on what a qualified opportunity is you will struggle to scale your business) and your ability to forecast sales.
“How many initial sales meetings did you go on last week?" "How many prospect sales meetings do you have scheduled for this week?" "Dan, you need to get more meetings with new prospects." "Just get the meeting!"
Did you know that Steph Curry (5x NBA All-Star, 2x Time NBA champion, 2x NBA MVP) shoots around 2,000 shots a week: He takes a minimum of 250 practice shots a day, plus another 100 before every game. 100 before EVERY GAME! Now that is commitment to mastering your craft!
The end of the year is upon us. Whether your sales team has already met their goal and is taking some much needed time off, or is working while they wrap presents to meet their quota, I've always found year-end to be an ideal time for sales self-education and to focus on improvement for the year ahead. Reading a good sales book is one of the best and quickest ways to improve sales skills and knowledge. I've also found that a really good sales book can be a an excellent source of inspiration. Here are five classic sales books to read this holiday season, all of which will motivate and inspire ensuring you have a successful 2018.