Do you remember that time when you walked out of that workshop feeling exhausted and overwhelmed but excited about all of the new ideas and insights, and the very next day you applied everything you learned?
When I listen to sales reps and their managers discuss the challenges associated with sales prospecting and trying to book sales meetings with new prospects, it is astonishing how little focus is on the customer. ...
Perhaps you heard the news, a record 4.3 million people quit their jobs in August. You've seen the headlines or taglines, the Great Resignation, also known as the Big Quit, is the ongoing trend of ...
"I've explained this to him a hundred times. Why do I have to continue to repeat myself?"
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A common question we often hear from staffing industry executives is, "how do you measure the effectiveness of your sales and recruiter enablement programs in terms of return-on-investment?" Here is what we tell them.
There is great debate over the definition of sales enablement. Gartner has their definition, Forrester has their definition and many others have their own definition of sales enablement. But we all agree that there is ...
Benjamin Franklin once said, “an investment in knowledge pays the best interest.” As someone who works in the field of learning and development, I tend to agree. Training isn't something that's 'nice to have,' it's a ...
When it comes to employee training, many small businesses owners are feeling conflicted. Of course they want their workers to be enabled and equipped with the requisite skills and knowledge that make them productive, ...
Sales enablement is a strategic, collaborative discipline designed to increase predictable sales and recruiting results by providing consistent, scalable enablement services that allow recruiters, salespeople and their ...
No, this is not mind-blowing news, that the staffing industry including the sales and recruiting landscape has dramatically shifted over the past 12 few months. A shift to virtual, remote interactions, and a host of ...
If you follow my blog then you probably know I have put together a short series of posts on the topic of sales training ROI. My first post discussed the formula for tracking and measuring sales and recruiter training ...
In my most recent post, Understanding Metrics to Track and Measure Sales Training ROI, I discussed the importance of tracking leading indicators, lagging indicators and return on expectations (ROE) for measuring the ROI ...
For revenue leaders including sales enablement, learning and development (L&D) leaders, you know sales and recruiter training is necessary in order for your team to improve productivity and effectiveness. But ...
Sales and recruiter training is critical to attracting and retaining talent, boosting revenue and shortening ramp-up time for new hires. To remain relevant, it’s no longer good enough to simply “check the box” on ...
For as long as the sales profession has been in existence there has been a belief that sales is an art and not a science. Everyone believed (and many still do) that sales is all about the relationships and that great ...
Research shows that more salespeople than ever are struggling to make quota. According to a study from CSO Insights, over the past five years the number of salespeople making quota has dropped by ten percentage points ...
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 ...
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 ...
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 ...
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 ...
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 ...
Artificial Intelligence (AI) has been a fascinating area of learning for several decades now. You didn't realize AI has been around that long did you? Dating back to the 1950s researchers have experimented with AI ...
Over the course of the past several months I have been doing less sales training and more "business consulting." More to the point, clients are sharing with me their challenges in growing and scaling their business. ...
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 designing, supporting and sustaining their overall sales enablement ...
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 ...
Developing, delivering and maintaining an IT staffing sales enablement program requires strategic planning and capital in the form of sales methodology expertise, instructional design knowledge and technology. Because ...
Staffing owners and CEO's face non-stop pressure to deliver above-market growth during the best of times. When the economy is weak, that demand grows even stronger. While mergers and acquisitions have the ability to ...
If you're like most staffing leaders than you're probably planning a skills improvement initiative for later this year or you're currently in the middle of sales and/or recruiter training program. Or, perhaps you’re in ...
Sales quotas continue to rise year after year despite the fact that Salesforce.com's State of Sales report found that 57% of all salespeople fail to meet sales quota. To close this gap organizations are investing in ...
One area in which we invest a lot of time with our customers is educating them on the importance of change management and user adoption. Training, learning and development doesn’t end when the training program ...
Are your sales reps conversation ready? Before you say ‘yes’, take a minute to stop and think about it. No sales rep is perfect. Heck, all reps struggle with executing at one or more stages of the sales process. That ...
Frequently I get asked by customers and industry colleagues, "Dan, what are the trends you're seeing in the marketplace?" "Dan, what are some of the best practices you see high growth IT staffing firms adopting? "What ...
If you work in a training, learning and development function, than chances are you’ve heard the term sales enablement. While it has been a hot topic, there seems to be a bit of confusion around what exactly it is and ...
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 ...
While prospecting for new business including cold calling, objection handling and running face to face sales meetings get a ton of well deserved attention, executing the candidate submittal call is probably the most ...
I see two common mistakes with with recruiters and sales reps attempting to skill market candidates to their customers. The first mistake is they fail to understand the difference between selling and pitching. The ...
As a business owner or sales and recruiter leader, the first hurdle you must overcome with your new hire on-boarding and training program is to capture and keep your learners attention. If you bore them, you will lose ...
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 ...
As the owner of a small IT staffing firm, you don’t have much time to waste. It’s a growing industry and a fast-moving industry, and if you’re like many of the owners I work with, you took a big risk to strike out on ...
So your IT staffing firm has decided to launch a sales transformation initiative. Perhaps you went through a recent merger, launched a new service offering, opened a new market or are simply looking to revamp your ...
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 ...
What is that old saying from our friend Alec Baldwin, "Always Be Closing?" Yes, sales is about the art of closing. But you know what, getting to the "closing" takes more than simply executing on a random series of ...
For those of you who know me, I vacation on Martha's Vineyard every summer, hence the name, Menemsha Group. A couple of years ago I decided to take a kite-boarding lesson. While it was fun and a great day on the water ...