“My sales people aren’t producing,” a staffing client complained to me recently. “Their activity level is high but the business is just not coming in like it did this time last year. How can I leverage their time better?”
Leverage is the key word here. The economics of sales activity have changed, and leveraging your sales people’s time has become the sine qua non of sales management. Let staffing sales continue on their old way of prospecting, and soon you’ll find them not meeting quota and looking elsewhere for work if you haven’t sent them packing already.
Leverage is the key word because marketing technology – social networking, email marketing, pay-per-click and search engine optimization – has made it possible to be everywhere at once, to engage multiple candidates and clients at once.
Leverage is the key word because you have ways to learn how to do it – online and for free. Take Ken Molay’s online seminar blog for example. Ken is an old software hand like myself but now runs a consulting company on how to leverage your time with online webinars. He packs his blog with pearls of wisdom like which tools to use and how use both live and recorded seminars. He dumps a lot of candy in the lobby, so you can only imagine that his consulting service delivers a lot more.
I recommend following his blog and you’ll see there that I pepper him with questions. I’m constantly beefing up our lead generation software to keep up with the latest techniques and following thought leaders like Ken only makes sense.
You should too – he can help you become an online staffing seminar pro!