Staffing Training & E-Learning Products

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Getting the Appointment

Price: $59.00

This session walks through how to create a compelling phone message to separate yourself from the competition and secure the appointment.

Duration: 43 min.

Staffing Sales DNA Box

Staffing Sales Success DNA – Module 3: Performance Management

Price: $149.00

This module of the Staffing Sales Success DNA will aid you in the building a winning sales structure and coaching your sales professional to their highest potential.  Sales growth is critical to taking your staffing business to the next level, and it requires a sales structure you can easily manage.  You have numerous responsibilities and challenges thrown at you every day; you want to be not only effective but also efficient in managing and coaching your sales function.

Module includes:

  • Performance Management Handbook – A 30 page handbook that walks you step by step how to get the most out of your sales reps.
  • Weekly Sales Planner Template – Template designed to keep your sales rep focused, as well as a great tool to help facilitate weekly sales management meetings
  • Sales Goals Worksheet – Worksheet that takes the guesswork out of goal setting for sales reps. Allows you to work backwards from a GP or Revenue quota to quantifiably determine how many activities, appointments, and deals a sales rep needs to be successful
  • Sales Rep Break Even Analysis – Worksheet that walks you through the costs of a sales rep and how much gross profit is needed to break even or achieve a specific ROI
  • Sample Performance Improvement Form – A form utilized for verbal, written, and final written warnings, including sample verbiage

Looking to get the most out of your sales reps? This module is specifically designed to do just that.

Note: This is a web-based product with all components available for immediate download and use.

Staffing Sales DNA Box

Staffing Sales Success DNA – Module 2: Onboarding and Compensation

Price: $149.00

This module of the Staffing Sales Success will aid you in effectively onboarding and developing a compensation plan for your new staffing sales professional.  Onboarding is the process of helping new hires adjust to social and performance aspects of their new jobs quickly and smoothly. After a structured selection process, onboarding is the next way you can ensure your hire stays with your company and is successful.

Module includes:

  • Onboarding and Compensation Handbook – A 35 page manual that walks you through each step in the process, as well as instructions on how to effectively use each form in the module
  • New Hire Checklist – A form that used to ensure that all necessary tasks are accomplished prior to the employee’s first day
  • Orientation Schedule – A sample 2 week onboarding and training schedule for a new staffing sales rep
  • 30-60-90 Day Coaching Plan – A sample 90 day coaching plan that evaluates the staffing sales reps’ progress to goals and success factors at the 30, 60, and 90 day marks
  • Variable Compensation Plan – A detailed example of a proven commission plan for staffing sales reps
  • Day in the Life Form – Customizable document that allows you to create a typical day in the life of a sales rep for your company.
  • Ideal Sales Candidate Profile Form – This form is used to identify the must-haves versus nice-to-haves, creating a comprehensive profile of the ideal sales rep  you can use to objectively grade candidates.

An effective compensation plan is critical to attracting, motivating, and retaining A-level sales talent. This module walks you through how to create a best in class compensation plan.

Note: This is a web-based product with all components available for immediate download and use.

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Beyond Price – Negotiating Strategies & Closing the Sale

Price: $59.00

Are you tired of always competing on price? Do your existing clients continue to pressure you to drop your “markup?”

Session 1: Negotiating Strategies – There are ways to negotiate both new and existing business without giving it away. In this session, Tom Erb discusses the common pitfalls of negotiating in the staffing industry, how to position a company and its services before negotiating, and help identify points of negotiation other than price. Industry case studies will include negotiation success stories and how to create a successful outcome for both parties.

Session 2: Closing the Sale – You’ve gone through every stage in the sales process – now its time to close the deal. This session walks you through how to naturally move a prospect to a client. We don’t talk about “closing techniques”, just a simple but effective process for getting your prospects to say yes.

Duration: 60 min.

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Is your handbook a hand grenade?

Price: $49.00

Employment attorney, Matt Austin presents “Is Your Handbook a Hand Grenade?” This presentation covers many of the nuances between a lawful, beneficial handbook and an unlawful detrimental handbook, including toxic policies, iron-clad policies, and policies that should have been updated in the last year because of the National Labor Relations Board’s targeted expansion into governing non-union workplaces.

Duration: 55 min.

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Staffing Sales Training Package

Price: $499.00

A comprehensive training program specifically for sales reps in the staffing and recruiting industry. This course takes the rep through everything they need to know to be successful in the industry. This is an ideal course to use for new employee training, or as a refresher course for existing sales reps that are looking to improve their skills and processes. This package is more than a $200 savings off the individual sessions.

Course Descriptions

Session 1: Welcome to the Staffing Industry! – An overview of our industry, including past and current statistics, the competitive landscape, vertical markets, common terminology, basic financials, and common sales challenges for staffing professionals.

Session 2: Get Out of the Commodity Rat Race – In this session, we take a look at how the staffing industry has become commoditized and what you can do get out of the commodity rat race. You will learn how to separate yourself from the competition, how to negotiate from a position of strength, and how to create true demand for your service.

Session 3: Own your Market: How to Become THE Staffing Company of Choice – Why do some companies seem to have such a strong presence in a market, while others struggle for market share? Companies that “own” the market have two things in common – they are extremely effective networkers and they are experts in media relations. In this session you will learn how easy and inexpensive it is to master these two areas, and you too can Own Your Market!

This session will delve into different low and no cost ways to increase a staffing company’s marketing presence, including effective networking techniques, managing social media, working with the press, and building your personal brand. This topic is critical to staffing professionals because it can give them a competitive edge in their market with little to no investment.

Session 4: Effective Prospecting – Prospecting is the foundation for the entire sales process. Without the right prospects, you can’t be successful. This session will teach you a repeatable process for identifying, targeting, and managing staffing and recruiting prospects.

Session 5: Getting the Appointment – This session walks through how to create a compelling phone message to separate yourself from the competition and secure the appointment.

Session 6: Moving the Sales Process Forward – Now that you have the appointment scheduled, how do you move the sale forward? In this session, we discuss the process that all prospects go through when making buying decisions and how you can leverage that information to move them through the sales cycle faster.

Session 7: Impactful Presentations – So you’ve been asked by the prospect to make a presentation. What should you focus on? How should you conduct the presentation? What is your competition doing? In this session, we show you how to create and conduct a compelling presentation that separates you from the others.

Session 8: Beyond Price: Negotiating Strategies for the Staffing Professional – Are you tired of always competing on price? Do your existing clients continue to pressure you to drop your “markup?” There are ways to negotiate both new and existing business without giving it away. In this session, Tom Erb and participants discuss the common pitfalls of negotiating in the staffing industry, how to position a company and its services before negotiating, and help identify points of negotiation other than price. Industry case studies will include negotiation success stories and how to create a successful outcome for both parties.

Session 9: Closing the Sale – You’ve gone through every stage in the sales process – now its time to close the deal. This session walks you through how to naturally move a prospect to a client. We don’t talk about “closing techniques”, just a simple but effective process for getting your prospects to say yes.

Session 10: Time Management – There never seems to be enough time when you are a sales professional. There’s always another call that can be made, another hot prospect to follow up with, proposals to create, and more networking events to attend. Yet the biggest difference between an average sales rep and an outstanding one is the ability to effectively manage their time. In this session, we explore some simple yet effective ways for you to get more out of your day and ultimately close more deals.

This session is full of simple, practical methods for getting the most out of your time and substantially increasing your sales. You will leave this session with a variety of techniques you can immediately implement in your daily routine and see significant results.

Session 11: Power Networking – Think you know how to network? Think again. The overwhelming majority of sales reps make key mistakes that limit the effectiveness of their networking efforts. In this session, we walk you through a comprehensive networking strategy that is specifically designed for staffing sales reps and has proven successful time and again in our industry.

Session 12: Social Networking for Staffing Sales - Social Media is not just the next big thing – it’s the right now big thing. Just as the car, phone, and email each revolutionized the sales profession, so too are social networks such as LinkedIn, Twitter, and Facebook. This session is not a general overview – we show you specific ways staffing professionals can leverage social networking sites to reach prospects and close deals.

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Effective Prospecting for Staffing Sales

Price: $59.00

Prospecting is the foundation for the entire sales process. Without the right prospects, you can’t be successful. This session will teach you a repeatable process for identifying, targeting, and managing staffing and recruiting prospects.

Topics covered include:

  • How to develop a prospecting plan
  • Where to identify the best staffing prospects
  • How to make the best use of your prospecting time
  • The importance of pre-qualifying
  • How to use free online tools to generate a steady pipeline of leads

This session includes a 45 minute training program and two documents referenced in the training; temporary assignment history form and suspect/prospect/target list.

Duration: 45 min.

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Own your Market! How to be THE staffing provider of choice

Price: $59.00

Why do some companies seem to have such a strong presence in a market, while others struggle for market share? Companies that “own” the market have three things in common – they position themselves as experts in the field, they are extremely effective networkers, and they excel in media relations. In this session you will learn how to fundamentally change the way you approach your sales and marketing – so you too can Own Your Market!

This session will delve into different low and no cost ways to increase a staffing company’s marketing presence, including effective networking techniques, managing social media, working with the press, and building your personal brand. This topic is critical to staffing professionals who are looking for a competitive edge in their market.

Duration: 75 min.

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Building a Winning Sales Structure for your Firm

Price: $59.00

You might think all your staffing or recruiting firm needs is to hire the best salespeople, but your firm also needs to have strong, sound sales processes to succeed. Finding the right salesperson for your business should mean more clients and revenue for your company. Yet even the best salespeople will fail if their firm doesn’t have a sound sales structure and strategy that provides clear direction, specific goals, and appropriate incentives. 

In this session, Tom will show you how to develop and implement a sales structure that positions your sales representatives for success and your company to maximize your return on investment. Session components include:

  • What to look for when recruiting and hiring a high-performing sales rep
  • How to create sales metrics that measure the right activities
  • How to establish a comp plan that incents the right behaviors
  • What ongoing training and coaching is best for shortening learning curves, reducing sales cycles, and maximizing sales rep performance
  • How to ensure that your new business is getting filled

This session also includes a weekly sales planner that can be used to help manage your sales reps activities.

Duration: 67 min.

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High Yield Time Management for Staffing Sales

Price: $59.00

There never seems to be enough time when you are a sales professional. There’s always another call that can be made, another hot prospect to follow up with, proposals to create, and more networking events to attend. Yet the biggest difference between an average sales rep and an outstanding one is the ability to effectively manage their time. In this session, we explore some simple yet effective ways for you to get more out of your day and ultimately close more deals.

You will learn:

  • How top performers schedule their day
  • 7 simple ways to master your time and increase your productivity
  • Free and inexpensive tools that help you automate repeat activities
  • How to identify “high-yield” sales activities and eliminate ineffective ones

This session is full of simple, practical methods for getting the most out of your time and substantially increasing your sales. You will leave this presentation with a variety of techniques you can immediately implement in your daily routine and see significant results.

Session includes full online training course and four worksheets referenced in the training; Temporary Assignment History Form, Suspect/Prospect/Target list, Weekly Sales Planner, and Sales Goals Planning Worksheet.

Duration: 73 min.


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