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

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sales process

The Definitive Guide to Sales Forecasting

By: Dan Fisher
July 4th, 2019

Sales forecasting can play a major role in the growth and development of your staffing organization. According to research from the Aberdeen Group, companies with accurate sales forecasts are 10% more likely to grow their revenue year-over-year and 7.3% more likely to hit quota than those with poor, inaccurate sales forecasts.

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sales process

How and Why You Need Customer Verifiable Outcomes in Your Sales Process

By: Dan Fisher
July 3rd, 2019

By definition, a process is a systematic series of repeatable actions or steps intended to achieve a result. When followed, these steps lead to predictable and expected outcomes. A sales process allows salespeople and sales managers to identify, qualify, diagnose, and measure opportunities and then determine the next step in the sales process.  It also enables sales managers to quickly and easily identify bottlenecks and produce an accurate sales revenue forecast.

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Cold Calling Tips & Best Practices 2.0

Cold Calling Tips & Best Practices 2.0

Learn our proven 7 step methodology for turning cold calls into hot leads.

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sales process

Your Guide to Understanding Sales Process

By: Dan Fisher
June 11th, 2019

Hiring "A" players is not a repeatable or scalable solution for growing your business because there simply isn't enough "A" players in the marketplace. Even if you could load up on talented "A" players, they still need a proven path to follow.  What you need is a sales process.  A sales process can scale as your organization grows and it will support all sellers, regardless of talent level to predictable success.  In fact, a study conducted by Vantage Point Performance and the Sales Management Association found that B2B companies who had defined a formal sales process experienced 18% more revenue growth compared to companies that didn’t.  But the benefits of a sales process go far beyond your bottom line, many of which I will touch in this post, your guide to understanding sales process.

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Your Guide to Understanding the Sales Pipeline

By: Dan Fisher
June 14th, 2017

“How’s your sales pipeline looking?” “Are you ready for the pipeline review meeting?”  “What did you add to your sales pipeline this week?” 

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sales process

Three Common Sales Forecasting Mistakes

By: Dan Fisher
May 19th, 2017

As a sales leader, missing your number sucks. Even worse is delivering the news to your CEO.  Talk about a quick way to kill your credibility!  Does this conversation sound familiar?

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sales process

Creating a Buyer Aligned Sales Process

By: Dan Fisher
April 5th, 2017

Operationalizing your sales team under a common sales process will help you win more deals. It will also help you win bigger deals faster and more frequently. Most staffing organizations make two fatal mistakes when it comes to creating a sales process.

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Seven Signs That Prove Your Sales Process is Working

By: Dan Fisher
March 22nd, 2017

Rolling out a new sales process is not easy.  It takes a lot of planning, research, communication and flat out hard work.  Despite all there is to understanding sales process, deploying a sales process is a very important task because the payoff, when done properly, is significant.  A study conducted by CSO Insights showed that companies with a dynamic sales process won 53% of their forecasted deals compared to 43% of sales teams who do things “ad hoc.”  All other things being equal, rigorous sales process management yields 10% more output from a sales force. 

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How and Why Sales Reps Must Sell the Way Buyers Buy

By: Dan Fisher
February 24th, 2017

In this day and age it’s unfathomable to shop without using the internet. We research and buy products, pay our bills, book vacations, register for classes, file our taxes and download music all from the internet.  Just the other night I was with two buddies after work for happy hour when one started sharing with us how he bought a new car.

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Coaching Sales Reps to Their Sales Pipeline

By: Dan Fisher
September 21st, 2016

Are your sales pipeline conversations driving results?  For most staffing companies, the answer is no. The reason?  Most staffing organizations and their sales managers mistake sales revenue forecasting with sales coaching, and coaching sales reps to their sales pipeline.

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4 Ways Sales Process Accelerates New Hire On-Boarding

By: Dan Fisher
September 2nd, 2016

Rapidly on-boarding new sales reps and recruiters and getting them productive as quickly as possible is a key factor that separates top performing, high growth staffing firms from the competition. In fact, research from The Sales Management Association indicates that top performing organizations experience 10% greater sales growth rates, and 14% better revenue and profit attainment.  But as you probably know, getting a new sales rep "up and running" and selling at the same proficiency as your top performers is no easy task.  

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