Revenue Enablement for Staffing Professionals | Sales Onboarding

Our latest ideas, insights and best practices and for making winning behaviors repeatable, scalable and predictable.

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Dan Fisher
Dan Fisher
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April 19, 2021

Enabling Your Salespeople to Overcome the Credibility Gap

The painful truth is, if you've been struggling to grow or your growth trajectory has the peaks and valleys of a roller coaster, it's because you're not ready to grow.  Predictable lead generation is the #1 lever to ...

Dan Fisher
Dan Fisher
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December 15, 2020

Standardize What Good "Looks, Sounds Like," with Sales Competency Certification Exams

If you follow my blog then you know that I’ve written plenty about sales onboarding.  One very important topic that I have not written on however that is key to making successful sales onboarding repeatable and ...

Dan Fisher
Dan Fisher
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December 08, 2020

The Formula and Data Model for Calculating New Hire Ramp Rate

One of the most undervalued (and often unknown) formulas staffing executives miss is ramp rate.  Ramp rate is the rate at which your new hires including your sales reps and recruiters are ramping up to achieve quota ...

Dan Fisher
Dan Fisher
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December 07, 2020

Six Indicators Your Sales Onboarding is Broken

Poor sales onboarding is a recipe for an expensive disaster. As I have posted in the past, market leading organizations treat sales onboarding as a continuous revenue generating activity, no different than sales ...

lead nuturing.jpeg
Dan Fisher
Dan Fisher
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November 22, 2019

How to Scale For Sales Revenue Growth in 2020

As the new year quickly approaches, it's time for staffing leaders and CEO's to ensure they have the right strategy in place to scale for sales revenue growth in 2020. Scaling for growth is about replicating success ...

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Dan Fisher
Dan Fisher
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November 15, 2019

The High Cost of Haphazard Sales Onboarding

As the IT staffing industry continues to grow, services are increasingly commoditized by  off shore competition and low-cost, high touch providers who focus on "skill marketing." As a result, IT staffing firms are (have ...

sales-training
Dan Fisher
Dan Fisher
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September 24, 2019

Why Your Sales Training May Be Irrelevant

Sales training and sales onboarding is supposed to deliver the skills and knowledge that sales reps need to perform to meet and exceed sales quota.  But if you’ve spent any time in sales, you know that sales ...

Onboarding-Sign
Dan Fisher
Dan Fisher
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July 05, 2019

Sales Onboarding 101, The What, Why and How

Sales onboarding is the process in which organizations apply to integrate new sales reps into their organization and help them gain the skills, knowledge and behaviors required to perform and meet and sales quota.

new-hire-orientation-onboarding
Dan Fisher
Dan Fisher
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June 09, 2019

Sales Onboarding Nailing the First 30 Days

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, ...

metrics that track sales onboarding effectiveness
Dan Fisher
Dan Fisher
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May 21, 2019

How to Create Metrics that Track Sales Onboarding Effectiveness

In the years since I launched Menemsha Group I have met and spoken with hundreds of IT staffing leaders including owners, COO's, CFO's and Sales VP's.  They tell me repeatedly over and over that their number one ...

Consistency
Dan Fisher
Dan Fisher
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May 08, 2019

How and Why Consistent Sales Behaviors Breeds Predictable Success

Market leaders, whether it be the staffing industry, manufacturing, software, financial services or any other industry all share one thing in common; their sales teams are a well oiled machine, operating in unison and ...

Consistency
Dan Fisher
Dan Fisher
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May 03, 2019

Structured Onboarding, Enabler to Scaling Your Staffing Business

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 ...

3-Areas-to-Look-at-To-Grow-Your-IT-Staffing-Firm-
Dan Fisher
Dan Fisher
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December 06, 2018

Sales Leaders Guide to Building a Scalable Sales Organization

Charisma and being an extrovert can be advantageous in sales. In fact, many people attribute sales success to personality traits rather than to skills that can be coached or taught.  Despite that, corporate America ...

Dan Fisher
Dan Fisher
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September 15, 2017

Your New Hires Completed On-boarding, But Can They Execute?

When a new sales new hire or new recruiter joins your staffing firm, their success is primarily dependent upon on whether or not you nail the first 30 days of sales onboarding.  As I have discussed in past blog posts, ...

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Dan Fisher
Dan Fisher
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July 26, 2017

How To Avoid The 5 Most Common Sales Onboarding Mistakes

The time lapse between your sales new hire's start date and the date in which they track to meet or exceed sales quota represents your opportunity cost to onboard a new sales rep.  A shorter ramp up time means reduced ...

Onboarding-Sign-1.jpg
Dan Fisher
Dan Fisher
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September 30, 2016

How to Organize New Hire On-Boarding to Accelerate Time to Quota

As a staffing leader responsible for leading a team of sales reps or recruiters, getting your new hires ramped up and hitting quota as quickly as possible is one of your most important responsibilities.  The sooner they ...

sales_transformation-launch
Dan Fisher
Dan Fisher
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August 31, 2016

10 Ways to Reboot Your New Hire On-Boarding

If your staffing organization is like most then going through the first few days and weeks of your sales and recruiter on-boarding training is probably like drinking water through a firehouse. And that means your new ...

Dan Fisher
Dan Fisher
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February 19, 2016

Ideas to Engage Employees Beyond New Hire Onboarding Orientation

If your new hire orientation is confined to asking your new hires to read an outdated three ring “company overview” binder followed by a few hours of “shadow training” than you might want to continue reading this ...

message in bottle
Dan Fisher
Dan Fisher
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January 27, 2016

How Inconsistent Sales Messaging Kills Growth

Here I present to you Fast Growing Inc, a multi-million dollar IT staffing firm.  Joe the founder and owner wants to grow by opening several new offices. However, Sam, his VP of Sales and his team struggle to capture ...

Dan Fisher
Dan Fisher
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October 28, 2014

5 Tips For Turning New Hires into Sales Superstars

We are paid professionals for identifying, interviewing, screening and delivering superstar candidates for our clients. We get paid handsome fees for our work. So why is it so darn difficult to turn our own internal ...