You might think it odd that a company that sells training is telling you not to train. Although training is extremely useful in onboarding and development, it is not always the answer to underperformance. Unfortunately, I’ve seen managers waste time…
One of the most pressing topics being discussed in current recruiting circles is the big concern around the legislation barring employers (and yes, recruiters) from asking candidates about their salary history or benefits. From industry conference presentations to Facebook group…
Big news! I’ve released my first book, Winning the Staffing Sales Game. Why did I write a book? Because, sales is harder now than ever before. Your prospects aren’t answering the phone or calling you back, there is more competition than…
…for recruiters and clients. Why do people get married? While there are a variety reasons, ranging from religious to legal rights to “that’s just what you do,” the main reason is commitment. Marriage is both a tradition and a legal…
This infographic follows the simple process of skill marketing candidates to prospects in the staffing industry.
Every Saturday morning, our six-year-old son comes crashing into our room with the same earnest request; “Daddy, can we play games on the TV together?” Since the time he was able to hold a controller in his hands, Brady and…
I just received at least the 10th email this week from a different sales rep trying to sell me prospect leads – and its Tuesday. Now as a sales professional, trainer, and coach, I tend to probably be at the…
There have been numerous posts on industry forums from staffing executives and owners about the new Fair Labor Standards Act (FLSA) salary levels. The new overtime rule takes effect on December 1st of this year (https://www.dol.gov/WHD/overtime/final2016/). Many executives are still planning…
What do these people have in common: Michael Jordan, Thomas Edison, Brett Favre, and Abraham Lincoln. Yes, they are famous. They are considered to be among the greatest of their respective professions. But the primary link is that they all…
Like an assembly line, sales is a process that builds on itself. Regardless of how many stages are in your pipeline, the sales process boils down to four essential areas;
