Revenue Enablement for Staffing Professionals | Sales Process

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

Subscribe to our blog

Stay up to date with the latest from Menemsha Group

We’re committed to your privacy. The Menemsha Group uses the information you provide to us to contact you about our relevant content, products, and services. You may unsubscribe from these communications at any time. For more information, check out our privacy policy.

the definitive guide to sales forecasting
Dan Fisher
Dan Fisher
  |  

July 04, 2019

The Definitive Guide to Sales Forecasting

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 ...

sales_follow_up
Dan Fisher
Dan Fisher
  |  

July 03, 2019

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

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_process_road_map
Dan Fisher
Dan Fisher
  |  

June 11, 2019

Your Guide to Understanding Sales Process

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 ...

sales_forecast.jpg
Dan Fisher
Dan Fisher
  |  

August 09, 2017

What You Can Learn From an Inaccurate Sales Forecast

I've been blessed with the opportunity of working with hundreds of sales and recruiting teams from IT staffing companies across the country.  One of the most common questions I get is "Dan, how does our sales team stack ...

MG_BuyerJourneycrop.jpg
Dan Fisher
Dan Fisher
  |  

June 14, 2017

Your Guide to Understanding the Sales Pipeline

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

three common sales forecasting mistakes
Dan Fisher
Dan Fisher
  |  

May 19, 2017

Three Common Sales Forecasting Mistakes

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?

Sales Call Planning.jpeg
Dan Fisher
Dan Fisher
  |  

April 05, 2017

Creating a Buyer Aligned Sales Process

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 ...

seven signs that prove your sales process is working
Dan Fisher
Dan Fisher
  |  

March 22, 2017

Seven Signs That Prove Your Sales Process is Working

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 ...

MG_BuyerJourneycrop.jpg
Dan Fisher
Dan Fisher
  |  

February 24, 2017

How and Why Sales Reps Must Sell the Way Buyers Buy

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 ...

coaching sales reps to their sales pipeline
Dan Fisher
Dan Fisher
  |  

September 21, 2016

Coaching Sales Reps to Their Sales Pipeline

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 ...

How to Handle Sales Reps Who Object to Adopting Your Sales Process
Dan Fisher
Dan Fisher
  |  

September 09, 2016

How to Handle Sales Reps Who Object to Adopting Your Sales Process

Imagine you've invested the time and resources to develop a sales process. You're supremely confident it will streamline sales activities, generate better results, and make your salespeople more productive.  You only ...

4 ways sales process accelerates new hire onboarding
Dan Fisher
Dan Fisher
  |  

September 02, 2016

4 Ways Sales Process Accelerates New Hire On-Boarding

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 ...

why you can't accurately forecast sales
Dan Fisher
Dan Fisher
  |  

May 01, 2013

Why You Can’t Accurately Forecast Sales

Most companies I see and work with in the IT staffing industry struggle to forecast sales revenues.  In fact, many don’t even make an attempt at forecasting sales revenue.  Customers tell me they would love to be able ...