Staffing Business: Trends and Opportunities

Staffing Business: Trends and Opportunities

Trends:

· Commoditization: Bulk hire, VMOs will shrink margins (/ fees) for average firms

· Social media usage will grow among Staffing company employees

· RPO & MSP: will be a growing trend as Recruitment becomes more Consultative

· Usage of Mobile Job Apps will ramp-up

Opportunities (& Recommended Action for Growth):

· Improving Recruiting Service level from ‘meeting the expectation’ to ‘exceeding the 

  expectation’  - will help in protecting your margins (/ fees)

· Inbound marketing: Blogging, content sharing etc. - will help in engaging your prospects

· Taking a Consultative approach (versus Transactional) in Recruitment – will help in 

  outperforming your competition

· Providing additional services: resource utilization analysis, conducting performance 

  appraisals, managing surveys etc. - will build value-added differentiation

· Investing in Sales Management and Coaching employees - will help in developing your  

  organization & enabling long-term growth

· Addressing client’s underlying needs in the Human Resource domain – will increase  your 

  visibility and clout inside the client’s C-suite

5 Best Practices for Sales Management

5 Best Practices for Sales Management

The challenge for Sales Managers has been to align the individual sales person’s behaviors to match with the company’s direction.

By driving an ongoing alignment of various teams inside your organization; Sales Managers could increase their business relevance to the customer.

 

Sales Management Best Practices:

·         Provide marketing support services (mailers, brochures, newsletters, social media) for your sales team to develop and close new opportunities

·         Empower your sales team with rich context (deeper client and industry insights) for enabling consultative selling

·         Align your internal staff for linking your company’s unique capabilities to your customer’s priorities

·         Use meaningful content (blogs, whitepapers, informative articles) for stimulating trusted conversations with prospective customers

·         Analyze outcomes and make requisite modifications to improve results