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
I think it goes without saying that in this day and age, buyers don't want to be pitched to or feel like they're being sold to. This old school sales approach offers zero value to the buyer. Instead, I think most sales professionals strive to be consultative in their approach. But what does that really mean? I think being consultative implies that the salesperson:
A study conducted by Forrester Research tells us that sales professionals must tailor their message specifically to each unique buyer type (IT hiring manager) they interface with because corporate decision makers expect the time they spend with a sales person to be educational and valuable. For those selling IT staffing and IT professional services you most likely call on and sell to many different buyers. For instance, you may call on the CIO or VP of Application Development but you may also sell to the Manager of Help Desk Operations or the Software Quality Assurance Manager or the Director of the Project Management Office (PMO). Chances are you also interface with Human Resources such as the VP or Director of HR or a Recruiter or HR Generalist. Having said that, how can IT staffing sales professionals-especially those who never worked in a corporate IT department and/or were never trained in software engineering and/or never led a team of IT professionals-create a valuable and memorable customer experience?
Learn our proven 7 step methodology for turning cold calls into hot leads.
There comes a time in every organization when choosing and/or implementing a sales training initiative is recognized. Whether it is implementing and operationalizing a new, enterprise-wide sales methodology, investing in consultative sales skills, teaching your recruiters how to run a successful candidate pay rate negotiation or executing the candidate interview feedback call, , someone becomes responsible for making a good decision in selecting the right methodology and the right provider. Selecting a sales training provider or a recruiter training provider can be a daunting task. After all, there are virtually thousands of providers and just as many price points from which to choose. Where does one start? Selecting the right training company depends largely on the goals and priorities of the client. Once a company begins considering resources for developing their sales and recruiting organization there are several key points that need to be considered.
There are thousands of IT staffing firms across the country, with new ones springing up every month as IT veterans leave larger firms to strike it 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.
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 or under performing sales reps how it’s done than the person who’s shown they know how to do it, time and time again?
Shadowing is the most common form of sales training in the IT staffing industry. Outside of training for a boxing match, shadow training is pretty useless when it comes to training IT staffing sales professionals.
We're now going on our 8th year at Menemsha Group and in that time we have had the opportunity of working with over 350 different IT staffing and professional services firms and thousands of sales reps across the country. We've learned a ton in that time and here I want to share with you some of the most common pitfalls you need to be aware of when building and deploying your sales training and sales onboarding program.
Whether your chosen sport is basketball, football, baseball or hockey, the key to getting to the top of your game and perfecting it is practice. After all, practice makes perfect. We first hear this at a very young age and it’s a mantra that is adopted and followed by top performers in any profession including sales and recruiting.
Three of the biggest and most common challenges IT staffing sales reps struggle with is
Success in the IT Staffing Industry demands a commitment to ongoing education. Being an IT staffing sales rep requires us to be able to “talk the talk” with IT hiring managers and consultants. This means possessing IT industry knowledge. Whether that means understanding the differences between software development methodologies when speaking to a VP of software development, or understanding the unique needs of a business leader in the Retail space when they are looking for a Business Analyst, one thing remains the same: the better YOU understand what THEY are saying and what THEY need the more confident you will feel and the more confident that manager will be working with you and that your candidates will be on target.