Staffing Firm Sales Force Best Practices

Published by: Staffing Industry Analysts, Inc.

Published: Dec. 1, 2005 - 114 Pages

Table of Contents

Introduction

About This Report

Glossary of Terms

About the Strategic Research Service

About Staffing Industry Analysts, Inc.

S E C T I O N 1

Research and Respondents

What timing and processes were used for conducting research for this study?

What types of companies and individuals shared data for this research?

What is the profile of fast-growing and slow-growing companies that were studied?

S E C T I O N 2

Executive Summary

What are our key findings of how staffing firms handle their sales force management today?

What best practice lessons can be learned from select fast-growing staffing companies?

S E C T I O N 3

Organizing and Structuring the Sales Force

What market characteristics are important in influencing how the sales force of staffing firms is structured?

What account characteristics are important in influencing how the sales force of staffing firms is structured?

What are the components of the typical staffing firm’s sales force organization?

S E C T I O N 4

Targeting Clients

What attributes do staffing firms focus on when identifying potential clients

What are some of the sales practices customarily used by staffing firms?

How often are specific sales practices used?

How does a strategy of targeting contract vs. retail business relate to staffing firm growth?

S E C T I O N 5

Sales Representative Responsibilities

How do staffing firms’ sales representatives focus their job duties?

What activities dominate the actual time spent by staffing sales?

How, ideally, should staffing sales representatives spend their time?

S E C T I O N 6

Compensation

What are the most important metrics upon which staffing firm’s sales force compensation plans are based?

Are compensation plans uniformly applied or are there multiple plans that are tailored to specific sales representatives or locations?

What types of goals and measures are included in compensation plans for staffing firms?

How is sales force compensation typically split between base and bonus/commission?

S E C T I O N 7

Sales Force Culture

What characterizes the sales force culture of most staffing firms?

Are there any unique guiding philosophies for managing a sales force that are evident among staffing firms?

How do those characteristics and philosophies vary across types of firms?

S E C T I O N 8

Hiring, Training and Turnover

What skills and experience do staffing firms look for when hiring sales representatives?

What is the turnover rate for sales representatives in the staffing industry?

How much annual training is provided for staffing firm sales representatives?

What training objectives and methods are important to staffing firms?

S E C T I O N 9

Marketing

What marketing methods are staffing firms using to attract clients?

How are marketing dollars being allocated to these different marketing methods?

How does spending in this area vary across various types of staffing firms?

S E C T I O N 10

Sales Force Automation Tools

What sales force automation tools are staffing firms currently using?

How will use of sales force automation tools change for staffing firms over the next two years? 102

What differences are there in plans for sales force automation tools

among different types of staffing firms?

Abstract

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