Product Type: Market Research Report
Published by: Staffing Industry Analysts, Inc.
Published: December 2005
Product Code: R745-1Description Highlights best sales practices, processes, and policies in the industry that drive superior performance from a company’s sales team.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?
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