Through interactive workshops to panels of owners and executives who have successfully built remarkable teams, you will come away with actionable strategies for directly addressing the imperative of all leaders for sourcing and recruiting top performers.
The Importance of Developing Successful Sales Organizations & Its Impact on Your Business
A facilitated peer-to-peer exchange of Sales Executives responsible for building, developing, and growing staffing sales organizations.
Facilitator: Rick Carlson, President/Founder, Harvyst Consulting Partners & Director, TechServe Alliance Sales & Recruiter Management Program
While there is no additional registration fee, advanced registration is required.
Seating is limited to the first 40 registrants.
The one consistent element of businesses that show continuous growth can be traced to the successful development of their sales teams. Hiring top performers is the goal, but the availability of that level of talent is extremely limited. In fact, availability of that group has never been in abundance, no matter the business sector. Developing great sales people is extremely difficult and many times not intuitive, yet it is critical to growing a company exponentially. Therefore, it is incumbent upon your business to develop people into high-end performers. In this this limited seating, interactive workshop, we will look at:
- Who, when, and how we hire
- When, where, and how often we train
- How we compensate and reward
- How we coach and motivate
- How we develop our people and lead by example
- Critical errors that we need to avoid
- How we measure our own value to the organization
We will also explore the most critical functions of sales management while listening to stories of great success and even hear of some disappointing failures.
The workshop is specifically designed for: Anyone who is directly responsible for the management and development of internal or field sales personnel including Sales Managers, Directors, VP’s, and Owner/CEO’s. Workflow for commissions, time sheet management, invoicing, AR, AP, Managing DSO
Both strategic and pragmatic, this session will give you the tools and strategies to attract, retain and hire the top industry talent.
Driving Performance and Revenue through Pre-Hire Assessments
Kate Butler, Principal Consultant, Menemsha Group
While the performance of the internal team is the key factor determining success, most companies still rely exclusively on ‘old school’ interviews and their ‘gut’ in making hiring decisions. In this session, hear how market-leading firms are using pre-hire assessments to assemble the strongest team possible and reduce the risk of costly ‘bad hires’. In addition to effectiveness as a screening tool, learn how assessments can be employed as a coaching tool to improve the team’s performance and drive a firm’s ultimate success.
How to Attract and Recruit High Performing Internal Talent
Lance Cooper, President, SalesManage Solutions
Do you find it difficult to attract and retain your Account Executives and Recruiters in this tight labor market? Can you afford to hire the wrong recruiter or lose one of your best account executives? According to Harvard Business Review annual turnover among U.S. salespeople run as high as 27%. These hiring mistakes cost you business. During this interactive session, you will learn the tactics to improve your hiring and retention processes for the positions that your firm’s success relies upon. Topics covered include:
- How to find the best sales & recruiting people
- The non-negotiable traits that you want in your team
- Instant ‘walk-away’ characteristics that harm a culture
- How to effectively assess candidates beneath their interview veneer
Incentivizing the Team: Compensation Plans for Sales & Recruiters That Drive Performance
Presenter: Tom Nunn, Tom Nunn Consulting, LLC
What are the components of an effective compensation plan for AEs and recruiters? In this ‘nuts and bolts’ session, learn how to align your comp plan with your corporate strategy, what behaviors you should incentivize, and how to ensure your plan is affordable. The discussion will also address key compensation trends including activity-based bonuses, the effective use of guarantees and how to structure plans for different roles such as “player-coaches”, high-touch hunter roles as well for those servicing no-touch accounts. There will be ample time for Q&A.
Tom Nunn is an expert in compensation strategies for IT and engineering staffing firms with extensive experience developing compensation plans for companies of all sizes and business models. After serving as a senior executive for a large highly successful staffing firm, he has spent the last 10 years as a consultant working with over 90 different companies.
Using Gamification to Supercharge Recruiting Operations
A Facilitated Peer-to-Peer Exchange to Discuss Creative Team Engagement
Facilitator by Hank Levine, President & CEO, iPlace
The millennial generation and technological advances are driving a movement to make work fun, but still productive. An increasingly popular solution to making work fun is gamification, which is a process of adding game-like elements to activities to make them more enjoyable and motivating.
Gamification is an excellent management tool that drives employees to perform better, creates employee engagement, improves productivity, and expedites learning. Come join the conversation and see how you can energize your recruiting team no matter the size of your firm. Topics covered will be:
- What is gamification and why does it work?
- What staffing firm functions can be gamified (sales, training, and recruiting operations)?
- How to use weekly and quarterly games to increase recruiter productivity
- Simple things you can do in the next month to try out gamification
We’re Not in Kansas Anymore! Successfully Managing and Motivating the Recruiting Team in a Challenging Market
Facilitator: Barb Bruno, CPSR, CPSAE President, Good as Gold Training
An acute talent shortage in high-demand skill sets. Unrealistic clients not willing to pay market rates. Candidates reneging on accepted offers and even ‘ghosting’ staffing firms and their clients. Low markups, single-digit close rates and no feedback from some VMS/MSPs…. Being a recruiter (or the individual that manages them) is not easy!
During this interactive workshop you will learn what it takes to successfully manage and motivate a recruiting team in today’s challenging environment. Topics will include how to:
- Build and communicate a repeatable recruiting process
- Lead your recruiters to become more consultative
- Leverage KPI’s to plan, make decisions and improve results
- Drive change
- Reduce problem areas including “ghosting”
- Improve redeployment
Building a Pipeline: Developing Reliable Sources for Sales and Recruiting Talent
Moderator: Rick Carlson, Founder/President, Harvyst Consulting Partners
Panel Members:
Carole Schlocker, Queen of iSpace, iSpace
Threase Baker, President & Owner, ABBTECH Professional Resources, Inc.
Jeffrey Moss, Founder and CEO, Parker Dewey, LLC
Jennifer Emerson, Talent Acquisition Specialist, Signature Consultants
Sourcing, recruiting and hiring high potential AEs and recruiters are among the top challenges confronting owners and executives of staffing firms. You simply can’t grow and be successful without building an effective sales and recruiting team. But where do you find these individuals?
During this interactive session, our panelist will share their strategies for building a high-quality pipeline for internal talent. From how to develop a college recruiting program to innovative low-cost ways to develop a talent, you will come away with new strategies you can implement in your business for developing your most important asset: your people.
It’s All About the People: How to Successfully Engage, Motivate and Retain Your Team
Presenter: Claudette Cunitz, TSC, CSP, Sr. Staffing Consultant, CC Advisors Group
While the hiring process is critical to an IT & Engineering staffing firms’ success, retaining the team is even more important. In this session, learn how to assess your team’s strengths and weaknesses and along the way identify future top performers early in their tenure. Come away with specific tactics on how to engage high potential performers through mentoring and by creating leadership opportunities establishing a long-term bond with your firm that will deliver sustainable success.
Identifying and Releasing Toxic Team Members
A Facilitated Peer-to-Peer Exchange for Team Leaders
Facilitated by Claudette Cunitz, TSC, CSP, Sr. Staffing Consultant, CC Advisors Group
Every employer occasionally does a double-take when a team member’s behavior disappoints. These situations are among the most sensitive and stressful that any staffing leader will face. However, these moments also present opportunities to define an organization’s culture by reinforcing how the firm acts on its values. By using a thoughtful approach to correct tricky or toxic dilemmas, Claudette will share how to make the best of the bad while minimizing the likelihood of repeating these problems in the future.
Creating a Sustainable Talent Pipeline
Jeffrey Moss, Founder and CEO, Parker Dewey
An Innovative Approach to Bridging the Staffing Firm-Internal Talent Divide
While most staffing firms struggle to source and recruit entry-level AEs and recruiters, many non-traditional job seekers with great potential go wanting for opportunities. How can this be? Seeing the challenge as an opportunity, Parker Dewey founder Jeffrey Moss shares his story of how he became an accidental entrepreneur by reimagining the traditional way of recruiting entry level talent. Through an innovative approach of creating micro-internships, Jeffrey and his team have built a sustainable talent pipeline for companies in a range of industries including staffing, while giving opportunities to a largely untapped pool of high potential candidates—-achieving the ‘holy grail’ of business—doing both ‘well’ and ‘good’.