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
If just getting to the sales negotiation stage of the sales process feels like a marathon, what does it take to cross the goal line with terms and pricing that everyone agrees on? There are plenty of missteps, pitfalls and trap-doors that salespeople have to navigate and be aware of when it comes to running a successful sales negotiation. Here are six common sales negotiation mistakes made by staffing professionals and how to avoid them.
The mere phrase ‘cold calls’ give many salespeople a case of the cold sweats and makes the hair on the back of their neck stick up. Nonetheless, cold calling is still a very effective sales prospecting technique for qualifying prospects and setting up the initial face to face sales meeting, when done properly.
Learn our proven 7 step methodology for turning cold calls into hot leads.
The end of the year is upon us. Whether your sales team has already met their goal and is taking some much needed time off, or is working while they wrap presents to meet their quota, I've always found year-end to be an ideal time for sales self-education and to focus on improvement for the year ahead. Reading a good sales book is one of the best and quickest ways to improve sales skills and knowledge. I've also found that a really good sales book can be a an excellent source of inspiration. Here are five classic sales books to read this holiday season, all of which will motivate and inspire ensuring you have a successful 2018.
Here is a startling statistic; according to a study by The Bridge Group, 50% of all sales people miss their quota. In years past I've actually witnessed a variety of behaviors and heard a plethora of phrases from staffing leaders that support and encourage the under performing behaviors that drive these very statistics. Phases like "Sarah is great for the office., not a great performer but everyone loves her so we have to keep her." Or, "I know my team is under performing, but I can't push them too hard, they could push back and even consider walking out, and what would I do then? "And the classic, "Ron has been with us for years, we just leave him alone let him do his thing (under perform and bring team down morale)."
Top performing staffing leaders including sales and recruiting managers are blowing their peers out of the water by over 20% on a gross profit per head basis. How are they doing it? They're dropping the old school sales manager approach (see Alec Baldwin, Always Be Closing) and instead they're connecting with team members on a deeper and more personal level. A recent Gallup study supports this showing that engaged employees produce on average 20% more higher sales than those that are not.
Regardless of how your sales and recruiting team has performed this year, it is likely your goals for 2018 will be even higher. Many staffing companies plan an annual sales kickoff event to recap the current or previous selling period and prepare for the year ahead. This is the time for CEO's and staffing leaders including sales managers and recruiting managers to motivate and unite their teams to achieve the goals that they’ve set for the upcoming year.
The most common question I get from sales people at industry events, trade shows and certainly when I host workshops is "How should I stay in touch with my prospects and what should my sales follow up include?" Naturally, I respond by asking "tell me what you're currently doing?" The responses usually sound something like this:
Imagine going to your family doctor for your regularly scheduled check up and after taking your blood pressure and temperature your doctor instantly gives you a clean bill of health. Your doctor never asked any questions about how you feel, didn't listen to your heart or check your vitals. This would never happen right? Right, because doctors take their job and responsibility pretty seriously and because doctors take a holistic approach to diagnosing their patients.
When you on-board a new sales rep or recruiter and they go home after their first day or first week do you think they say to their friends and family “I’m so excited about my new job and my new employer, this is going to be an awesome place to work!” Or, do you think they say, “If I have to spend another minute in on-boarding training locked up in a conference room getting lectured I might lose my marbles.” Which of these comments, thoughts and feelings do you
The first challenge any new hire on-boarding or sales training program must tackle is ensuring you keep and maintain the attention of your learners. If you can't hold their attention they won't pay attention and if they don't pay attention you will never see results. According to Xerox, 87% of sales training content is forgotten within one month of the training.