What you’ve always done, won’t always get you what you want
The world has changed significantly over the last 12 months. The processes, people and activities that you used to build the business you have today, may not be suitable to take it to the next level.
Top Heavy Sales Team
Are too many of your new business wins, customer relationships and sales driven by a small handful of big billers and your leadership team? Do you need to improve the balance of new business sales and success across the salesforce?
Are you filling less than 60% of the jobs your business works on? How much time, energy and focus is being lost working on semi committed clients and vague job descriptions? Do you want to see a higher percentage of work turn onto invoices?
Too Much Discounting
Are you consultants too willing to give away precious margin to win work and save deals? Are they better at negotiating with you as to why they should give a discount than negotiating with clients as to why they shouldn’t? Are too many negotiations dealt with by senior leaders in your business?
Candidate Control Issues
Are too many candidates dropping out, ghosting your consultants or changing their minds? Is there a lack of qualification of candidates’ drivers and motivations that leads to a los of control?
Are your consultants struggling to find the candidates their clients would pay to hire? Are they spending too much time surfing LInkedin and the job boards and settling for finding one or two potential contenders?
Taking you agency to the next level can be frustrating if you don’t have the right plans and systems in place. You need a well developed sales strategy and performance development plan to get every member of the salesforce upskilled and contributing.
At ZEN we work closely with selected clients to help develop those strategies and plans and create a timeline of implementation to get you to the next level.