Jack’s Big Aha!

It’s never a bad idea to look at strategic principles through the lens of proven business leaders such as Jack Welch. Jack started at GE as a chemical engineer in 1960 and by 1980 he was promoted to CEO where he proceeded to grow the company from $26B to $130B with a market value of $410B. To learn more about … Read More

What Drives Your Sales Culture?

In the last blog article, I discussed how the Global Workforce Study on workforce culture reported the highest level of employee dissatisfaction in the study’s 23 year history. Employee dissatisfaction can be especially damaging to a company’s sales culture, threatening client relationships and overall company growth. There are many companies that have compelling products and services and good people to … Read More

Why You Should Support Staffing Associations

The audience I am speaking to today are executives and managers that question the value of being involved in industry associations.  There are times when I would have been a member of that audience through my years as a staffing executive.  However, associations have not only done a better job of providing measurable value to staffing organizations they also play … Read More

Beware the Cassandra Complex

Cassandra was a princess of Troy, who had the gift of prophesy, but who could not persuade anyone because was cursed with a severe credibility gap.   Can you imagine her frustration?  She knows she is right, but lacks the credibility to persuade anyone.  Why should staffing executives be aware of the Cassandra complex?  Because they are responsible for defining the … Read More

Are You Selling to the Right Accounts?

An effective sales strategy starts with well defined segmentation of your current and target accounts.  However, many companies struggle with defining the right criteria to build an effective account pipeline, which then significantly reduces the productivity of their entire sales process.    This post will discuss three examples of how to qualify the accounts you decide to pursue; the existence of … 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 … Read More

Change: Your Future Depends on it

Most companies embrace change when they first enter the market, because change presents opportunities for start-up companies to outmaneuver larger organizations that are less adaptable and more reliant on the status quo.  Anyone who has been part of a quickly growing start-up organization knows the feeling of stealing away market share simply because it’s more in tune with the buyer … Read More

Eliminate Waste: How Staffing Firms Can Deliver More Efficiently

Do you know who your most profitable clients are, and do you respond to their needs accordingly? Are you paying for work that has little to no chance of providing revenue? How firms manage and deliver against job orders significantly impacts it’s competitiveness and bottom line. Studies from Lean Six Sigma consultancies estimate services firms who do not actively manage … Read More

Drivers for Sales Success

Identifying key sales drivers and being able assess the health of those drivers is critical in building and successfully managing a sales force.  There are many staffing executives who believe that most sales issues begin and end with the quality of their sales force.  While the quality of sales personnel is an important factor it is not the only one. … Read More