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 worked with hundreds of IT staffing CEO's and business owners, I’ve heard more than my fair share of frustrations and complaints over salespeople spending too much time on the wrong activities. I'm talking about salespeople spending hours a day on non selling activities such as servicing existing customers and consultants, formatting resumes, prepping candidates, conducting sales research, preparing client facing content, writing emails and many others. They say "how can I get my salespeople to spend more time prospecting for new business and meeting with prospective customers? The answer to that question lies in the reasons for why salespeople are in fact spending so much time on these non selling sales activities.
What does it mean to be an effective sales leader in today's ultra-competitive staffing industry with a constantly evolving talent workforce? By 2025, experts predict that millennials will make up 75 percent of the global workforce. For staffing sales leaders, this means the next generation of recruiting and sales professionals is on the rise which requires a new approach to sales leadership. The "old school" way of managing sales professionals no longer works. To effectively lead the next generation of sales professionals staffing leaders will need to evolve. What does that mean and how does that translate into the day to day operations?
Learn our proven 7 step methodology for turning cold calls into hot leads.
Based in Cambridge, MA HubSpot is a high growth company providing inbound marketing software and content management tools to small and midsize business. Their growth has been impressive. Hubspot launched in 2006 with just three customers and $255,000 in revenue. They ended last year with $181M in revenue! In that time they also grew their sales team from a team of 1 to a team of 400+ strong. In order to maintain their growth engine Hubspot must maintain a fast hire rate but also balance a fine line between group training sessions and one-on-one coaching while empowering new hires to execute what they have learned.
As IT staffing firms continue to achieve success and rapidly grow, they also continue to face the never ending challenge of sales onboarding and accelerating new hire ramp up time. Hiring a new employee is time-consuming and is often nerve-wracking for managers. You review resumes, spend considerable time and energy screening and interviewing candidates and speaking with references before finally selecting a candidate and crafting a job offer before the candidate accepts. You set a start date and breathe a sigh of relief. But wait, the real is work has yet to begin.
If you're not learning you're not growing and if you're not growing you're dying
Who’s the best person to head up your IT staffing firm’s sales team? The obvious choice is whoever your best sales rep is. That’s what you’d think, anyway. But you’d be wrong.
You know what the most powerful sales management tool is to improve sales performance? Sales training? Nope. Compensation? Nope. Reporting and business intelligence? Nope. Incentives? Nope. Performance reviews? Nope. CRM and ATS technology? Not even close.
A study conducted by CSO Insights found that a group of under performing salespeople had a win rate of 41% of their FORECASTED deals. NOT pipeline, but deals forecasted to close. Indeed, that is under performing and a great example of a sales team not understanding their customers or where their deals stand with those customers.