How High-Performing Staffing Companies Drive Sales Motivation

How High-Performing Staffing Companies Drive Sales MotivationHow High-Performing Staffing Companies Drive Sales MotivationHow High-Performing Staffing Companies Drive Sales Motivation Blaszczyk, Managing Editor, Resource CenterIn todays competitive recruiting landscape, sale force effectivenessis top of mind for staffing firms.Yet the topic prompts a bevy of crucial decisions from whether your firm should hire experienced abverkauf people to how to effectively retain top sales performers.The 2012 Staffing Industry Sales Force Effectiveness Surveyaddresses these and other salient questions around sales force effectiveness.The reports primary objective Identify whats different about high-performing staffing firms who recruit, manage and motivate effective sales teams.Survey Background and MethodologyThe report, sponsored by Monster, was conducted by Towers Watson and Staffing Industry Analysts.Survey participants, the majority who serve in top executive roles, were asked 8 questions ba sed on three core disciplinesRecruiting the right people with the right skillsHaving a highly engaged and motivated sales forceEstablishing a sales force that is focused on the right opportunitiesThese principles reflect the systems, processes, and structural foundations that Towers Watsons client work and research have shown to be crucial in driving improvements in sales force effectiveness.Minding the Skills GapThe full study, available for download, revealed many of the best practices followed by successful high-growth staffing firms. These factors, which enable these companies to cultivate an effective sales team, includeSetting clear sales force expectationsClarity of communicating pay, benefits, rewards, career development and growthClarity of job responsibilities and customer segmentationSales force enablement that prioritizes sellingSomewhat ironically, staffing firms that responded to the survey saw recruiting the right people with the right skills as the weakest element am ong the core drivers of their sales success. High-growth firms were shown to excel in this area with higher talent management scores.Career Pathing and the Talent PipelineThe study revealed the importance of a clearly-defined employee value proposition at high-growth staffing firms that extends beyond pay and benefits to career pathing for sales employees.This deal between employer and employee includes non-management career paths for top sales performers.Additionally, survey respondents from all segments gave high ranks to the visibility of their internal talent pool. The importance of creating a talent pipeline and understanding the talent inside their organizations and teams was clear, says Matthew OConnor, Sr. Vice President, Monster. This reflects one of the core values of SeeMoreTM analytics platform as a means to streamline the talent search and selection process for companies large and small.The Goal Enabling Sales to Win High-growth firms who responded to the survey underli ned the importance of getting sales staff to focus on critical sales tasks. Further findings show that those firms in IT and office/clerical segments were fruchtwein likely to rate this factor as a strength, while healthcare staffing firms had the lowest marks in this area.Keeping non-selling activities to a minimum can be a challenge for sure, adds OConnor. Yet by truly enhancing productivity and efficiency by minimizing labor-intensive administrative tasks, your sales team can focus on customer engagement throughout the day, doing what they do best.The report discusses effective practices related to recruiting, selection, training and management of sales force, such as hiring for talent, behavioral-based interviewing and regular sales planning calls.We are excited to share these findings with staffing firms that are looking to cultivate and retain a high-performing sales force.Read the 2012 Staffing IndustrySales Force Effectiveness Survey Reprt Executive SummaryAccess the full re port 2012 Staffing Industry Sales Force Effectiveness SurveyFind out more about SeeMoreTM analyticsplatformLearn more on how to Keep your Sales Team Engaged and Motivated