By Amy Bingham

Posted

In my line of work, I see the same stubborn issue rearing its head repeatedly. My conversation with sales leaders typically goes something like this: Sales Manager: “My sales rep hasn’t closed a deal in 90 days. Should I let him go?” Me: “Well, that depends. Does he know what’s expected of him?”  Sales Manager:… Read more »

By Amy Bingham

Posted

The staffing industry is by nature a very reactionary business. When a client needs to fill a position, they typically need someone immediately. Every time the phone rings, it usually brings another challenge. And, what’s unique to our business is there are two customers to serve: buyers and contractors. Oh, and let’s not forget our… Read more »

By Thomas Kosnik

Posted

The business sages tell us that if we want success then we must develop a plan for success.  We’ve all heard it…“If you don’t plan for your business, then you plan to fail.”  What about hard statistics?  Small Business Trends surveyed 2,877 privately held business and discovered that companies that commit to planning for their… Read more »

By Thomas Kosnik

Posted

Business planning for small staffing firms consists of three key factors. The first key factor is “values” over “vision” and “mission.” For a smaller firm, the vision is to get the business to the top of the “Owner Operator” structure, which again is typically around 15 million in annual revenue.  “Values” are far more important… Read more »

By Thomas Kosnik

Posted

In Part 2 of this series, I mention sales planning as the third key factor for business planning. First, let’s take a deep dive into the existing top accounts via the Customer Analysis Tool below: Customer Analysis Tool CLIENT: What industry: 2018 Revenue: Break out: Direct Hire or Contract/Temp Spend: Specifics: VMS?  Direct Client?  Other?… Read more »

By Amy Bingham

Posted

When you’re in a business development profession, mental toughness is essential.  We like to think we have it…but when something bad happens (for example, we lose an account), it’s easy to be negative. Here’s the thing – mental strength is a choice and a discipline that’s acquired over time. It’s not an innate quality bestowed… Read more »

By Amy Bingham

Posted

I’ve always been a big believer in the power of emotional intelligence, and in particular, its relevance and importance to those who excel in the staffing industry. Simply put, emotional intelligence (EQ) is the ability to read people’s emotions and respond in the most appropriate manner to get the best results from interactions with others. For… Read more »

By Amy Bingham

Posted

Owners of staffing firms call me each week saying something like this: “I fell in to this business. After working as a recruiter for someone else, I just decided I could start my own firm and hang a shingle outside an office. Eventually I got pretty good at it and now I’ve got a nice… Read more »

By Amy Bingham

Posted

As many leaders in the staffing industry are aware, recruiting and staffing is a production business. As a leader in your firm, your challenge will always be to hold people accountable for results without beating them up. While you don’t want to be a pushover, you also don’t want your team to see you as… Read more »

By Thomas Kosnik

Posted

See part 1 of this article here: http://www.visusgroup.com/2018/12/11/tweaking-compensation-plan-part-1/ As you think about making a change to your company’s compensation plan, consider these factors to help your employees adjust to these changes:   Use Multiple Sales Leavers This is somewhat of a fine line to navigate through. On one hand, you don’t want a compensation plan that… Read more »