If I had to name one thing holding back most IT staffing firms from growing beyond the startup phase, it would be their overreliance on one or two top-performing salespeople for most of their revenue. I see this in at least 85 percent of the firms I work with. The owner or the sales manager is making most of the deals while the rest of the sales team is struggling just to pay for their own seats. Most sales training programs aren’t cutting it — for reasons I’ve written about before. So to build a sales force with the skills to not only pay for their own seats, but contribute significantly to the growth of your IT staffing business, I recommend tearing down whatever inefficient, ROI-draining sales training program you’re using now and replacing it with a more effective, more scalable one.
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