Optimizing Sales Floor Strategies for 2020 Success
Explore essential insights from Trevor Pinder on enhancing your sales floor for 2020, focusing on market routes, accountability frameworks, niche selection, and non-negotiable KPIs. Elevate your recruitment game with proven strategies and tactics for sales success.
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Presentation Transcript
Get Your Sales Floor Fit for 2020 J9 Online Trevor Pinder
Introduction J9 Online Trevor Pinder
Agenda 1. Route to Market and Non Negotiables 2. Create don t Delegate 3. The Accountability Framework 4. Why? 5. December is all about YOU! J9 Online Trevor Pinder
1. Route to Market and Non Negotiables J9 Online Trevor Pinder
Route to Market and Non Negotiables Do you have a playbook or a blueprint? If so, what is in it? How do you execute against it on a daily basis TREVOR PINDER RECRUITMENT LEGEND Great recruitment is a consistent Great recruitment is a consistent set of positive sales behaviours that you set of positive sales behaviours that you execute aGainst on a daily basis execute aGainst on a daily basis tHe more PeoPle you sPeaK to, tHe more tHe more PeoPle you sPeaK to, tHe more money you maKe money you maKe J9 Online Trevor Pinder
J9 Online Choosing the Niche Trevor Pinder Not more than 3 overall What do you want to be famous for? Contract and Perm Population J O B GEOGRAPHY INDUSTRY V E R T I C A L HORIZONTAL T I T L E S Knowing someone on LI doesn t count the CRM is God Always at least two in it and no new in new
J9 Online Choosing the Niche Trevor Pinder What is your Client TAM? What are the job titles? 500 Managers What is your Candidate TAM? What are the job titles? 1000 Candidates Jobs/Salaries/Rates Use an aggregator Perm Contract Tenure at sign up Rates 20 runners is the standard Leverage 2 deals per month takes the consultant over target 150k billings Cross Sell or internal candidate community Research Competition TAM How many other agencies in the market? Geography and Job Titles Consider Geography and no more than 3 job titles Look at the news for upward trends. Don t be too early or late
Non Negotiables ALWAYS KEEP SCORE! I am a huge fan of KPI s Vital that we use them in the right way To develop not to Beat up If you don t keep score How do you know if your team have had a good day? How do you know how much work your teams need to do to be successful? How do you know where and what you need to develop? Change the language if you want to Success Factors J9 Online Trevor Pinder
J9 Online Success Factors What Should we Measure? 2 6 3 Booked 1st Interviews A Grade Roles Sold in Matched CV s Weekly Outputs Conversations per day - Input 25 Trevor Pinder
Conversations Doesn t matter where you are Keep score and improve The more people you speak to, the more money you make 25 A minimum of 5 should be to prospects J9 Online Trevor Pinder
All of the numbers 9 names possible from every candidate 1 New A Grade Customer per 5 Prospect conversations per day 9 1 month 5 10 10 Reference Calls per week 3 Minimum names from every candidate 1 MPC registered exclusively per 20 Candidate Conversations 6 Conversations before cracking the client 6 1 week 20 Per Day 3 call 1 Candidates Details sepcced 1 piece of project info from every candidate 50 Prospect Names in your 3 A Grade interview leads per day 1/30 to 30 mgrs weekly 1 50 Dream 50 3 J9 Online Trevor Pinder
The Recruiter and the Perfect Week THE ACTIVITY TIMETABLE MONDAY TUESDAY WEDNESDAY THURSDAY FRIDAY DESK IMPROVEMENT 10 BEFORE 10 DESK IMPROVEMENT CANDIDATE SPRINT SHORT WARM UP SPRINT AM BD 8 CANDIDATE SPRINT SPEC ADMIN SPRINT CLIENT SPRINT SPEC CALL SPRINT CLIENT SPRINT CLIENT SPRINT CLIENT SPRINT FRIENDLY CLIENT SPRINT PM CANDIDATE SPRINT CANDIDATE SPRINT CANDIDATE SPRINT CANDIDATE SPRINT BD 8 SUCCESS LIST AND DATA SET SUCCESS LIST AND DATA SET SUCCESS LIST AND DATA SET SUCCESS LIST AND DATA SET J9 Online Trevor Pinder
Ivy Lee and the six things that you must do today Ivy Lee Charles M Schwab The Ivy Lee Peak Productivity Method 1. Don t pay me now. After 3 months pay me what you think this advice is worth At the end of each work day, write down the six most important things that you must accomplish tomorrow. Do not write more than 6. Prioritise those things in terms of true importance. When you arrive tomorrow, concentrate only on the first task. Work until the first task is finished before moving on to the next one. Approach the rest of your list in the same fashion. Move any unfinished items to a new list of six tasks for the following day. Repeat this process every working day. 2. 3 months later, Charles M Schwab sent Ivy Lee a cheque for $25 000 3. This is the equivalent of $450 000 dollars today 4. Give me 15 minutes with each of your executives Show me a way to get more things done 5. J9 Online Trevor Pinder
Charles M Schwab Ivy Lee and the six things that you must do today Trevor Pinder Show me a way to get more things done EVERY 2 HOURS Ivy Lee Give me 15 minutes with each of your executives J9 Online
J9 Online Trevor Pinder DAILY SUCCESS LIST OUTPUTS INPUTS Get 2 CV s to live role Get 2 CV s to live role Pick up new live role Pick up new live role Dial list of 20 interested Cans Dial list of 20 interested Cans Call yesterdays 30 spec Call yesterdays 30 spec mgrs 1. mgrs 2. 3. 4. 5. 6. SPRINTS ADMIN Confirm int for Confirm int for Send Job spec to Send Job spec to 1. Time Outputs Inputs 2. 3. 4. 5.
1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 J9 Online Trevor Pinder
The Buyers Staircase Bespoke/Productised Solution The Future is now Don t brainwash your team into step 1 5 Job qualification and control are two different things but must be done at the same time Retained/Trial Start - Filling 1/1 Margin increase 4 Start at least at step 4, you can lose Exclusive with Interview Slots - Filling between 1/3 and 1/2 - Margin increase 3 STOP SENDING CV S! Interview Slots - Filling between 1/4 and 1/3 15% or below 2 Contingent/Multi Agent - Filling between 1/5 to 1/10 15% or below Your opportunity to be consistently successful working like this is extinct in 24 months 1 J9 Online Trevor Pinder
A word about Products 1. Keep the offering simple - 4 as a maximum Perm Bespoke Retained Perm Start Up Contract Audit/SOW/IR35 Onsite Assist/replace the internal or RPO 2. Get your teams input and engage/train them 3. Understand the way to sell anything to anyone J9 Online Trevor Pinder
The MBR 1. Ratios first then core activities Job to placement 1/3 looks good (Vacancy grading, retained etc) CV to interview 2 in 3 looks good (Sell don t send) CV to placement 5 to 8 depending on market 2. The meeting itself Never move or cancel The two 20/80 s Never a box tick J9 Online Trevor Pinder
The QBR will have FAR FIT ATTRACTIVE RISK YES Are they financially stable? How many other partners Does the customer recruit within your talent pool, geography, type of engagement and specialism What is the fee structure What is the opportunity cost? CLIENT IN How many reqs How stable is your relationship? How good is their process NO J9 Online Trevor Pinder
2. Create, Dont Delegate J9 Online Trevor Pinder
INTERDEPENDENT WHAT IS YOUR ENVIRONMENT LIKE? INDEPENDENT AUTOCRATIC J9 Online Trevor Pinder
Empower your teams Allows you to work on the business rather than in it Create Champions in individual areas INTERDEPENDENT Develop future leaders more quickly J9 Online Trevor Pinder
BD Create Sprints Champions in individual areas Comps Lead Gen J9 Online Trevor Pinder
3. The Accountability Framework J9 Online Trevor Pinder
A Framework for Accountability Day 1 Non Negotiables What it means to be one of us Promotion Meritocracy White Boards MBR s (Metrics, the two 20/80 s and the Why?) Incentives Comps Weekly Sales Meetings Daily Ivy Lee Success List (Inputs and Outputs) Interdependent Champions Performance Management 2 Hour Sprints J9 Online Trevor Pinder
4. Why? J9 Online Trevor Pinder
The 3 Ws of Why 1. What Do you want to achieve? 2. Who/What will get in your way? 3. Work out and stick to the plan? J9 Online Trevor Pinder
1. What do you want to achieve There are no wrong answers here Start with an open mind and a blank sheet of paper I used to think there could be only one the number depends on your numbers. Think highest sense of achievement and sacrifice J9 Online Trevor Pinder
2. What could get in your way You? Skill set? Personal development? J9 Online Trevor Pinder
3. Work out a plan Reduce to the ridiculous Back to the next call you make Get a Mentor Who can keep you honest? Publicise it Tell people you trust and who believe in you. Make yourself publicly accountable What do you need to do to overcome stage 2? Save the date When are you going to have achieved it by Bring it back to manangeable chunks 90 day sprints with treats Goals are the similar to objectives make them SMART J9 Online Trevor Pinder
Last but not Least Write it down, always have it with you, say it every morning. THIS WORKS BELIEVE ME! J9 Online Trevor Pinder
4. It starts with you J9 Online Trevor Pinder
Who do you turn into in December? Culture is what happens when the boss is not looking Don t allow your consultants/candidates or clients to fall into the Xmas trap Please tell me that you have done your extensions YOU must do the basics brilliantly Empower your champions Competitions are a great shot in the arm. In pairs as a minimum and visuals work Jobs in December Step up the coaching Why wait to achieve your Why? Visits in January Walk the estate A bad hour loses a day, a bad day loses a week, a bad week loses a month etc
