What’s included in the IT Staffing Sales Plan?
The IT Staffing Sales Plan is a framework for best in class IT staffing sales practices consisting of a collection of learning models, planning worksheets, tracking tools, sales scripts, letter and email templates and job aides. They're all available as electronic files based in PDF, Word, Excel & Power Point format. The portion of the sales plan which are planning and tracking tools have been converted into interactive fill-able forms that can be completed digitally and saved, printed, or e-mailed as an attachment. The IT Staffing Sales Plan is designed to reside at the desk of the salesperson and be used while conducting their daily sales activities. The plan includes the following interactive worksheets as well as many others.
 Project Tracker Matrix
This sales tracking tool enables salespeople to create and track the progress they make in each of their accounts by identifying and tracking their clients key IT initiatives. It facilitates cross selling, aids in sales pipeline development and helps sales professionals identify the "blind spots" within each of their accounts. The Project Tracker Matrix is a key learning tool for selling "deep and wide."
Selling To Functional Business Line Manager Template
This is the "sister" template to the Project Tracker Matrix and a key account development tool. Like the Project Tracker Matrix, this template facilitates cross-selling, generates referrals and helps sales professionals understand the relationship including "cause and effect" between IT executives and business stakeholders. It also "maps" enterprise technologies to the functional business owners within corporate America and provides sales scripts for calling on these decision makers.
Driving The Sales Cycle Guide
The sales cycle in the staffing industry can be characterized as a random sequence of events. We tend to focus too much time on what we have to do (submit resumes, obtain client feedback etc) and neglect what our client has to do. After all, we get paid for what our clients do, not what we do. Leveraging project management principles, this sales guide will help sales professionals establish milestones with your customers throughout the sales cycle and help sales professionals think about and plan their next step in the sales process ensuring the client is committing to taking action along the way. The sales guide will eliminates surprises from your sales cycle.
Opportunity Scorecard
This sales tool will be the centerpiece of your morning Req. meetings. It represents a systematic approach to qualifying sales opportunities based on a specific set of criteria relating to both “why” customers buy and “how” customers buy. It highlights the strengths and weaknesses of your opportunities which enables your sales and recruiting team to prioritize their time and efforts and close a higher % of opportunities.
IT Staffing Solution Sales Guide
Are you ready to take your sales game to the next level? If so this is your vehicle. The IT Staffing Solution Sales Guide empowers sales professionals with all of the knowledge, questions, sales scripts and confidence to have high quality dialogue with IT executives- much like a senior partner for Accenure or IBM would facilitate. We've laid out sales call modules for 15 different enterprise technologies. You will be armed with the strategic, tactical and technical questions to ask of IT executives to uncover their pain points and generate "hidden" sales opportunities.
Email to see samples of the IT Staffing Sales Plan.
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