Back in the early 90s when I entered this business, I was exposed to a simple yet accurate description of the staffing industry by Al Dubuc of Oz Enterprises- “People selling people to people”. The crux of that definition was that this business runs on the strengths of one-on-one relationships with clients and consultants. However, as clients have changed how they purchase staffing services and candidates have change how they look for jobs, the business has become more complex. While the ability to build long lasting trusting relationships is still critical to a staffing company’s success, other critical factors have crept in over the last decade and altered the landscape of how we need to view and manage this rapidly changing business. Developing Internal Talent: Companies are frustrated by the inability to hire qualified sales and recruiting talent. Relying on hiring experienced and qualified talent that are willing to leave their current position has become exceedingly difficult for a variety of reasons. The alternative is to hire less experienced people and train them. However, most companies are ill prepared to hire and develop inexperienced talent, but you don’t have to look far to see the return on such an approach. … Read More
Sales Management or Micromanagement?
Are you a Micromanager? I conducted an informal survey the other day discussing the roles of sales process within the staffing industry. Most of the respondents responded positively to the need for greater structure within sales organizations in order for sales people to maneuver through an increasingly competitive environment. One respondent caught my eye, primarily because he captured the downside of an overbearing sales process. To quote him: “Too many companies dress their sales team in monkey costumes and suck the passion out of them by having rigid cookie cutter sales programs.” The reason I love this quote is that it captures the frustration that micromanagement can cause within a sales force. What causes that disconnect between management and their team? I believe most sales people see their job as an art that requires the flexibility to be creative to build trust and lasting relationships with the customers. Some managers tend to see sales more as a science, distinct activities leading to predictable results. They are both right. The question is how does management find a balanced sales process to maximize the productivity of their team? That depends on multiple factors unique to each organization including the makeup of the … Read More