The way to the future or just a dream?
It is paradoxical that the IT industry, responsible for massive global change, is so reticent and unimaginative when it comes to embracing new and creative employment patterns.
Despite the ease with which dedicated seekers can network and sell themselves directly to employers, there continues to be a proliferation of recruitment consultants. No wonder, as trends suggest the odds are increasing again despite regular and violent culls. Salesforce Beratung IT will continue to be a growth area as newer technologies emerge. But does that mean we should get stuck in previous employment patterns?
Given the extraordinary number of recruiters combined with available talent, New Perspective Selling (NPS) should be a key element of industry strategy. But who actually controls the process? The recruiter or the employer? And who can move the industry forward?
On the whole, recruiters can be divided into intuitives and commodotics . The commodizer is most noticeable when the market falls. When the pipelines dry up, the commodozer feels the pressure and succumbs to negative messages. Their strength traditionally lies in checklists – matching skills against an employer’s perfect model. And there’s nothing wrong with that. It works well – when good times are constant.
The intuitives , on the other hand, know their customers, both the employer who pays them and their product – the sales professional. You have a gift for thinking outside the box and finding ways to bring the industry back to life. They know how to maximize this amazing talent bank for an industry that will never stand still. They know how to show their clients when to use transferable skills and other experiences in new and creative ways to increase sales. Despite the depleted sales force, sales targets rarely drop.
New Perspective Selling (NPS) requires bold thinking. The boldest form of NPS is outsourcing sales .
The precedent already exists in the States. One bank lacked the staff to launch an aggressive campaign. The current sales force had their hands full servicing existing customers with little free time or focusing on success. Cold calling also required expertise that was lacking internally. A strategic sales team of dedicated professionals has been outsourced to target and build personal relationships in their key growth market. The federal banking regulations had to be strictly observed. The sales team had to be in line with the bank’s professional corporate image and philosophy. The outsourced sales professionals had to identify the prospects, introduce them to the products, and then hand them off to in-house bank staff to close, provision, manage, and further manage the deals.
The same sales outsourcing company has found success in the telecom, energy, healthcare and technology markets. In the UK, this model has been used in the pharmaceutical industry for some time. But do we have the same entrepreneurial spirit?
The will to change does not yet match the enthusiasm – or the know-how. Plowing the furrow is always for someone else. And in a rush to sell that next resume, why upset HR? Well, it doesn’t bother HR. That doesn’t even bother the sales manager. If their immediate need for movement up the pipeline is met without employment issues, lengthy contract negotiations, etc., they will be very happy indeed.
In the past, HR has used headhunters to select the best players from an equal or competitive background. But success doesn’t come that easily . Top performers in a pond often don’t manage to do as well in a fresh pond. And it has become increasingly expensive to clear the decks again.
But what kind of sales professional would fit? No one has ever attained true wealth by working for another. Controlling one’s selling skills rests with managerial decisions that can keep an entrepreneurial spirit in shorts.
maximizing existing experiences and relationships , with continuity being the keyword. This model could also allow both the company and the professional to consider a more permanent arrangement.
There are a number of ways this can be managed in terms of the sales cycle, relationships, and compensation plan management. For example, quantifiable revenue equivalents (QREs) will likely be a metric for the individual outsourced sales professional. Agencies that own and control the sales force is another.
Selling some types of software is undoubtedly complex and complicated. However, over the years even the most complex products and services have been commercialized and simplified – more in the sales process than in fiscal value! Quantifying and phasing each sales step is critical to a successful implementation.
With the pace of change in the industry and renewed pressure for a faster return on investment – from both clients and VC – the demand for new prospects for selling will evolve and increase.
How Jigsaw and Salesforce work together
Speculating when I heard the news that Salesforce had bought Jigsaw, I immediately thought of how to increase subscriptions for SFDC.
My guess at the time was to look at this from the SMB perspective. Let’s say you are an SME, specifically a start-up like many home businesses are now. Now you also need a CRM to manage your contacts and some level of marketing and campaign management which is part of SFDC. As a small business, your lead generation budget is either non-existent or very small, buying contact lists to call is a legitimate option.
What if SFDC already offers pre -populated contacts in their own database? With the structure of Jigsaw, they aggregate the data they already have either by name, industry, company size, with email addresses and phone numbers, by industry, by system requirements, etc. and provide it as an additional service on top of their monthly subscription to disposal.
As a SaaS provider, once they’ve parsed the contact information into Jigsaw, you’re more likely to tell them what information you’re looking for and they’ll either pre-populate the database for a flat fee or charge a monthly subscription to allow usage of the contacts allow . Of course, the more contacts and volume you need, the higher the monthly subscription fee. Salesforce Beratung What a great way for them to increase their earnings by becoming more flexible and eventually liquid. Another option is to get customers to subscribe to Jigsaw, which can be used with their original CRM. This capitalizes on new potential customers without restricting them to using SFDC.
The service of near real-time contact information to your customers is very valuable. A service that can be sold without an SFDC subscription is worth its weight in gold. Now all that remains is to set the price.
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