How to be Successful in Staffing Sales

Talk to your Recruiters

No one knows what’s going on in the field more than your recruiters. What are they seeing in the field? What kind of roles have they had the most success filling? This is where your data lives. Maybe they’ve had overall success filling lab techs throughout your district. There is your niche, clear as day. This is also where most of your leads come from, as the recruiters are the ones corresponding with the people in your territory on a day-to-day basis. Be sure to take note of whether or not you are duplicating efforts throughout your agency. You don’t want three different recruiters reaching out to the same candidate who has repeatedly shown no interest in a new role. 

Be Focused

Don’t follow every shiny object that you come across. You will spread yourself thin, attempting to fill every single role that your client is hiring for. It’s much better and smarter to have a specialized approach and show that you can be successful and yield results in that area. Take the data you collected from talking to your recruiters and display it to your client. Take a look at the job boards and see who’s hiring your specialty or close to it. Show them that your recruiters are the best in the territory at placing lab techs. These are the places to reach out to and the roles that your recruiters know how to recruit for. Being a generalist is a thing of the past.

Relationship Equals Success

Having good relationships with your clients is one of the keys to success in staffing sales. Lunch can be more than lunch. Your client is seeing you take an hour out of your day to sit down and get to know them. Do they have a family? Are they looking forward to their vacation? When it comes time to cut back on vendors, it’s much harder to let someone go when you have a personal relationship. Never underestimate the power of word of mouth; you never know who your current client knows that might be looking for staffing assistance. 

Staffing sales is all about your network, relationships, and focus. Opportunity is all around you; it becomes a matter of staying organized and on track with where you can best serve your territory, which in turn grows the success of your firm.