Territory Management. Less is More Laser Prospecting. Neil S Lebovits, CPA, CPC, CTS

Size: px

Start display at page:

Download "Territory Management. Less is More Laser Prospecting. Neil S Lebovits, CPA, CPC, CTS"

Lester Patrick
6 years ago
Views:

1 Territory Management Less is More Laser Prospecting Neil S Lebovits, CPA, CPC, CTS

2 Territory Management Today, we ll discuss: That LESS is actually MORE! Hunting Vs Farming Methods to find where to hunt How to decide who and how often to farm Key Methods to set up your territory and prospect management Tips for Qualifying accounts-(tools for your staff) Common Pitfalls to avoid in prospect management

3 Less Is More!

4 Less is More- Lets start here! Most profound tip ever learned! My experience as an executive getting sales calls Why don t people follow up well?

5 Dialing for Dollars- FLAWED

6 Dialing for dollars has built in flaws How many clients/prospects are on YOUR list? Poll No ownership Move to end of the deck Constantly add prospects Leaving voice mail allows you to go to next call Providing value on each call is key but hard to do!

7 Quantity VS. Quality

8 Quantity VS. Quality Sales is an art and a science Success balances quantity and quality Either increase will increase success Increase in quantity can also have a decrease in quality Increase in quality can have a decrease in quantity To increase quality, one must take OWNERSHIP Mission Passion

YOU will land a new KEY account next week! How I can guarantee it! What Tony Robbins Taught me! Limit the prospects! Target list thus needs to be a GOOD one!

9 YOU will land a new KEY account next week! How I can guarantee it! What Tony Robbins Taught me! Limit the prospects! Target list thus needs to be a GOOD one! What if you had a gun to your head and HAD to land an order now! What would you do? Passion/Commitment/Research You have to use your best stuff How to find the best qualified target? They use They use now They pay agency fees They pay good fees etc

10 Take my challenge Next week come up with only TWO targets! Why I chose to work with qualified leads (more on leads later) Hunting vs. Farming Hunting can lead to farming Farming is always just farming Hunting key for eating today Farming also key, of course! My success stories on day 4 of the challenge!

CUT your territory NOW! Cutting territories is one of the best managerial secrets Nobody EVER QUIT! This created TOP RANKED REPS and recruiters! Make yourself accountable!

11 CUT your territory NOW! Cutting territories is one of the best managerial secrets Nobody EVER QUIT! This created TOP RANKED REPS and recruiters! Make yourself accountable! But How can my business grow with only 2 leads? You will want to farm and nurture hundreds of longer term prospects, but need to learn the lessons first

must match your target audience and NECESSARY call

12 How do other industries create territories? Consumer Goods Soda Beer distributors The territory must match your target audience and NECESSARY call frequency (Hint: They are ALL small)!

13 What will your top 2 call plan be? You get THE lead and now you need a plan! (I.e. All of the stuff that you already learned that we re supposed to do ) What will your plan be? First call them? Don t leave a message Call back at end of day Find them in LinkedIn, etc Call other employees that work in company. JOT YOUR PLAN DOWN NOW/RECIPE (all stuff you know but rarely do) Side benefit is that you will have much more tenacity and follow up You will WANT to master all of your closes (i.e. Perm contingency close)

14 Focus on Leads to start More to be covered in future leads session Perm life cycle vs. temp is different Do you really need to target a fortune 500 mass user? Sourcing for leads works in any market! Leads increase the likelihood of success MARKEDLY Would you be upset if your peers or boss sold your list of open orders? Your placed orders? Your lost orders? Would your life be easier if ethically, you could get a copy of all of your competitors open orders? Placed orders? Lost orders? WHAT WOULD THEY OR YOU DO WITH THESE?

15 Advanced call planning Moving beyond the Hot leads.. What to do with the rest of your time!

16 Hunting VS Farming Why not ALWAYS hunt?

17 Farming- Target Account Summary Best Method: Identify the Top 100 Prospect/Firms in your territory Utilize Leads and real time information first Constantly re-assess this group. 10 contacts per company could equal 1,000 contacts! Create a system of planned follow up. DON T WING IT TOP 30 are the key accounts. Should be a perpetually changing list based on new data Approximately 10 contacts per account Select the 30 companies with the MOST potential to improve your business over the next quarter! Tier 1 contacts are next 70 accounts or 700 names Tier II- seldom use. Tier III Forget about them YOU MUST CODE EACH CONTACT ACCORDINGLY AND each company!

18 Where to prioritize targets Sales reports/past clients Lost client reports Temp clients not using perm Perm client not using temp Existing clients that aren't penetrated Leads (interviews, candidate recon, lead database, ad trackers, etc) Ad history/ job posting history Media articles Do you really ever have to use: Zip code lists? D&B reports Top growing company reports? Top employers list from Chambers of Commerce Blitz Outside cold calls Simply prioritize as lead (hunting), Top 30 or Tier I

19 Remember Limit the field/territory that you are going to farm!!!! Focus on getting a small amount of ripe fruit!

20 Hunter Planning..Eating Today (See leads session) Candidate Re-Connect calls Must be a key part of your plan!!! Do you do them? 8-10 per day They are interviewing and temping after they leave your office! They are the ones who make you money! Key for leads AFTER they leave your office Leads gather momentum over time! Candidates number one complaint!- NO CONTACT Fish, umm, where there are fish!

21 Hunter Planning Schedule follow up calls frequency before the end of interview based upon the candidate Schedule frequency with THEM to call you back. Divide candidate calls between members of office Continue even for a few months after they are off the market Then OPT in mail list to stay in touch!

22 Hunter Planning Follow up on leads (see later session for detail) If done right, this should be 100% of your HUNTING calls- Can ignore all others! 20-25% of filled jobs don t work out! 60% of temp jobs have candidates that they aren t loving Call all leads databased (see leads session) Take ownership- Less is more. Follow up until you lose! Do NOT lump these with your farming call methodology Create your Recipe

23 Hunter Planning Advertisements and Job board postings You SHOULD call ads to START a relationship and get lucky! Great for temp leads!!!! Fill with temp while search active

24 Hunter Planning Extension/Check In/Account Penetration calls 4-6 per day!!! Work your temp book systematically! ALWAYS find out what other departments could be using temps! Always ask your temps who else is working there and what is happening.

25 Hunter Planning Reference Calls4-6/day Impress possible prospects with how THOROUGH you are!! Then turn into marketing call Wow them with Behavioral reference checks

26 Hunter planning FIND LEADS ON MONSTER Simply type in competitor names when searching resumes!

Farming planning (Eating Next month/quarter) Target Account Lists! Never confuse with hunting! Always HUNT first! Try to farm, where possible, where you first hunted to kill two birds with one stone.

27 Farming planning (Eating Next month/quarter) Target Account Lists! Never confuse with hunting! Always HUNT first! Try to farm, where possible, where you first hunted to kill two birds with one stone. TOP 30 Plan! Call each contact every month! (15/day) Set up opt in mail list for all key prospects! Sendoutcards.Com Create top 30 sheet in excel Preplan the calls in your scheduler now! Always end a call with a new tickler/schedule

the farming call plan. Tier I Plan 10-12 calls per day Tier I Must be Viable. Potential is somewhat less than TOP 30. Call these contacts every Two to 2 ½ months.

28 the farming call plan. Tier I Plan calls per day Tier I Must be Viable. Potential is somewhat less than TOP 30. Call these contacts every Two to 2 ½ months. Don t call all contacts at same company at same time. Make sure different contacts at same company hear from you at different times. Keep visibility with Opt In newsletters, webinars and sendoutcards

29 Tier II- Seldom use but find way to stay in touch electronically Tier III- Waste of time All others unknowns are prospects

30 the farming call plan. Create Target Planning Sheet for all TIER I Don t get off the phone without scheduling a follow up with each contact 60 days later!

31 Do the math 40 calls per day! (200 per week) (If you hate cold calling then call leads!)

32 Necessary Needs Form (a refresher for your staff) Helps Identify: usage/viability what is important to the client/ employee information Hot buttons/decision making regarding vendors they use Ask questions about current usage/vendors and types of people they hire

33 Sample Necessary Needs Form Usage/Viability Where within the organization do they use staffing services? (What departments? What types of workers?) What are the department managers (prospects ) names, phone numbers and addresses that use staffing services most often? Who within the organization makes the decision on what services to use? Get names, phone numbers and addresses. How many temporary employees are currently on board? What staffing services are they using? How many total regular employees are at this location?

34 Necessary Needs Form Continued Questions about employees: What background do you look for in a temporary employee? What skills are most key for temps? What skills do you look for in a full time employee? What background do you look for in a full time employee? What is the key personality you look for? How do you determine if the candidates are right for your company? What sort of candidate would you always want to hear about in the future. Based upon above, tailor your key points of difference Rate the client/contact according to Top 30, Tier I, etc

35 Other Vendor Questions: What s your experience been with other firms? Idea of temp and perm usage? Which agencies have/do you worked with? What made you decide to work with other agencies in the past? How long have you worked with them? How thrilled are you with the service provided? How could they improve? (matching, follow up, attritions, quality, etc) On a scale of 1-10, 10 being as good as humanly possible, where do they rank? What is lacking to make them a 10 What are the most important factors in working with an agency? What do you do when you have a contract and the master vendor can t fill it?

Target 30 plan-creating the list Use previous method to rank all contacts/companies List should be FLUID! Review quarterly. Remove clients or poor prospects.

36 Target 30 plan-creating the list Use previous method to rank all contacts/companies List should be FLUID! Review quarterly. Remove clients or poor prospects. Create recruiting source lists from here Size should not be the main factor-what has the greatest likelihood of giving you a perm or temp placement in the next quarter!

37 Target 30 plan- More Tips for your staff For top 30 ONLY, do all you know you are supposed to be doing: Research on web See what articles exist about them Research employees to help via LinkedIn Create Org chart of 5 levels, excluding HR Identify Necessary Needs and potential Spend Identify your competition Create a 13 week plan Spread out so that each company is touched regularly via different contact. Meet monthly with staff to review all top activity and results. track orders, visits and contact names and addresses gathered. Pick 10 per month to REALLY focus on! This will allow top 30 per quarter.

38 Make sure contact is contact! A contact is a face to face or phone to phone conversation only! , Faxes, Blasts, LinkedIn Messages, Voice Mail DON T Count Presentations are key- Must be face to face. PUSH THIS Always seek multiple appointments

39 Target Pitfalls to Avoid Failing to really quantify the account They don t currently or recently use a competitor We don t know their budgeted or annual spend? They won t or we don t know if they ll pay our (higher) fees/ markups? We don t know how often they use agencies or temps

40 Pitfalls Failure to meet the right people Presentations and calls don t result in any business or information Prospects don t have any plans for your services in the next year Sales reps aren t brining in 1-2 new orders per week Total Client spend is less than $300k/ year on temp They don t have any active temps now and no perm orders for the past 3 months.

41 More pitfalls Failure to have a deep relationship in a company Org charts are not completed or incomplete for all targets We only have one or two contacts in a company and many or all are in Human Resources There are no set goals for penetration or depth or information required per call. We are not focusing on multiple line managers in each company Outside visits almost only consist of one person being met

42 More Pitfalls Failure to use a simple plan The calls are being winged The same script or call is used over and over for different prospects There is no ranking or priority system, ala Top30; Tier I, II, III If there is a ranking, only companies are ranked and not individual contacts also For ex, you may have a Tier II contact in a Top 30 company! Failure to assess targets REGULARLY There is no quarterly planning or review process Management doesn t review weekly activity and progress There is no ownership for closure or gathering information There is no urgency (Again, less is more ) Failure to Plan Employees aren t spending at least 20 minutes planning each night.

43 Final Pitfalls Staffing and recruiting strategy is too general There is no niche or sub-niche strategy. No specialized focus The territory being covered is too big The list of prospects is huge. You are trying to be everything to everyone You never turn away a client for an order that isn t in your expertise Your demand doesn t match the inventory that you are building (or inventory doesn t match the demand) You try to figure out the heaviest position demand by gut feeling and not real data Your leads or usage information doesn t mirror your niche or people being interviewed You are advertising/posting based upon hard to fill spots and not the real demand?

44 target account Final Summary Target 30 contacts receive a phone call or visit monthly! Target 30 companies receive a phone call or visit weekly by rotating who you call or visit each week! Level 1/150 contacts receive a phone call or visit every 6-8 weeks! Level 1/150 companies receive a phone call or visit every 2-3 weeks by rotating who you call or visit each week!

45 Remember, LESS is MORE! If you take ownership and have passion over any prospect, you will land them! Remember QUALITY beat out QUANTITY every time Start by only calling where you know you will have success Hunt first and try to farm those where you don t kill Hold yourself accountable Code all contacts and companies and create a specific plan Regularly review the plan with your manager or staff! Take my Challenge for next week! PICK ONLY 2! WE WILL DISCUSS THIS NEXT THURSDAY!!!! Your lives will never be the same again!

46 Homework Do nothing but focus on securing these 2 prospects Keep detailed notes so that you can share the success with your peers in class!

47 Any Questions? Carpe Diem & Sell Like The Wind!

Workforce Solutions Guide

Workforce Solutions Guide [Innovative Solutions To Everyday Challenges] Part 2 1/15 Control costs. Meet deadlines. Improve productivity. Capitalize on opportunities. Manage resource constraints. Build