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Boardroom meeting 3D - 51771
Transcript of Boardroom meeting 3D - 51771
with Action = POWER
Why have you chosen a sales career
Group NB's System
You Are What You Wear
Dress for Success
Project an image of power and intimidation (much like doctors and lawyers)
Never dress like your prospects. You should dress like people they turn to for advice
1st Quarter $1.5 million
YTD : $ 2.4 million
Target this year $ 10 millions
We need to push and bring new ideas in order to gain more business
What will be your target for this year?
Do your homework
Research your targets
FACE TO FACE
What Keeps the President of a Staffing Firm Up at Night?
I run a staffing firm. I say that like I’m introducing myself at an AA meeting.
Hi, my name is Nathalie, and I run a staffing firm. It’s been 1 day since my last placement.”
Frankly, sometimes, it feels that way.
Running any business is tough. Running a staffing agency is harder than most companies. I’ve been doing this for ten years and every single night, as I lie awake in bed, I think of a thousand ways my company, Group NB could fail.
Thankfully, I also think of a thousand and one ways we could succeed, which allows me to get up in the morning and get back to work!
The staffing game is funny. The service we are selling to our clients is one which they have the ability to do on their own. So, for all intents and purposes, they don’t truly have to buy from us. Obviously, I’m glad that many decide not to do this on their own.
Our clients claim they want a staffing vendor who will “partner” with them, but anytime you add money into the equation of a relationship, the partnership thing can get fuzzy. In the end, staffing firms hope to find a client who, at the very least, respects the work they do for them, being that most of the work is done for free until the actual placement is made.
So, what keeps me up at night as a leader of a staffing firm?
It’s the simple equation of how much “free” work my recruiters are doing, versus how much “paid” work are they doing.
It’s an age-old issue facing staffing firms at all levels. Leaders ask, “Will my account executives be able to make enough right calls on prospects who will actually pay us for what we provide? How can we avoid corporate shoppers who are just playing around with us with no real intent on paying us?”
It sounds simple. Why don’t you just ask the client, “Hey, are you really going to pay us for doing all this work? Or at the last minute, are you going to cancel the position, find an internal candidate or find a candidate on your own?”
That conversation always goes the same. “Of course we are going to pay you! Well, unless, you know, we fill it on our own.”
When I ran corporate talent acquisition teams, I tried to avoid using staffing firms because I was unwilling to ask them to work for free. Too much free work kills most staffing companies. In fact, free work is what kills most businesses in the world, regardless of your industry.
The majority of corporate talent acquisition pros and recruiting leaders have no idea this is the issue keeping us up at night. Free work? Well, that just sounds like a bad business model! Yes. Yes, it does.
Welcome to staffing.
Work Smarter Not Harder
Create a mini-marketing system that works for you
"You Call Me"
Sales And Forecast
How To Succeed
The hard truth about the staffing industry
Ever heard that phrase "If you're not growing, you're dying" used in reference to business? In many instances, it's true.
Recruiting and retaining new customers on a consistent basis is key to success, whether they come rolling in through organic search or through word-of-mouth referrals. Loyal, repeat customers are great, but we need a steady stream of new blood to keep the growth trajectory on an upward slope.
Sales Org Structure
Developed a list of potential clients by sector
Do research by doing web search or online job posting websites search;
Choose the most promising companies of the sector for a rigorous selection of the calls;
Create your pipeline;
Do a research of the needs of the company to know whether it uses employment agencies or not or what is the hiring process;
From your list send out 25 -100 flyers
Drop off flyers in a new sector
collect business cards and contact names
Send an email to the warehouse manager or the person in charge in order to get a meeting and to offer our human capital services;
Execute follow up with potential customers;
Goal is to get an appointment
on each steps
COMPLETE NEED ANALYSIS FORM
UPDATE JOB POSTING WITH MARKETING
SEND CONTRACT TO CLIENT
CREATE AND SEND TECHNICAL FORM TO RECRUITMENT
RECEIVE SIGNED CONTRACT
SEND CONTRACT TO FINANCE
This is your first chance with your new client make sure to make it count
RECEIVE FIRST ORDER
ADD JOB TO THE RECRUITMENT BOARD
CREATED THE JOB ORDER
Call companies from your list
Schedule an appointment for your MANAGER (CRM/ OUTLOOK)
Request JOB POSTING to the MARKETING department
Confirm appointment the DAY BEFORE
Verify the results of the job posting
MARKETING CREATES THE JOB POSTING
Receive job description from sales rep
Write Ad (Word document)
Evaluate if we need to invest money in the ad (with sales rep and Nathalie)
Post ad online (Indeed, Kijiji, Job bank, Facebook, etc. depending on request from sales rep and region)
Update Excel file with information and links
Renew ad weekly if needed
Ask for/get feedback from sales rep (how many resumes we received, from where, was the position filled, etc.)
Account Manager and Sales Rep prepare for your meeting
Attend first meeting
Our Sales Structure
Appointment = $15
Contract = $ 25
10 or less = $ 25
11 + = $100
CLOSE the sale
The Powerful Effects
Consumers have too many choices these days and they have to be constantly reminded that you exist. The best way to reach them is where they spend a good bit of time... which is online
The Single Most Important Reason We Need to Be Online
As a Rep or an Account Manager we expect you to act professionally.
Acting like a professional really means doing what it takes to make others think of you as reliable, respectful, and competent. Depending on where you work and the type of job you have, this can take on many different forms.There are, however, quite a few common traits when it comes to being professional.
This includes the following:
You’re good at what you do – and you have the skills and knowledge that enable you to do your job well.
People can depend on you to show up on time, submit your work when it’s supposed to be ready, etc.
You tell the truth and are upfront about where things stand.
You are known for your consistent principles.
Respect For Others.
Treating all people as if they mattered is part of your approach.
Rather than letting your skills or knowledge become outdated, you seek out ways of staying current.
. No one likes a constant pessimist. Having an upbeat attitude and trying to be a problem-solver makes a big difference.
You share the spotlight with colleagues, take time to show others how to do things properly, and lend an ear when necessary.
Not letting your private life needlessly have an impact on your job, and not spending time at work attending to personal matters.
People want to be heard, so you give people a chance to explain their ideas properly.