{"id":70480,"date":"2020-10-22T14:00:17","date_gmt":"2020-10-22T03:00:17","guid":{"rendered":"https:\/\/www.bullhorn.com\/au\/?p=70480"},"modified":"2020-10-22T16:11:55","modified_gmt":"2020-10-22T05:11:55","slug":"how-to-automate-the-staffing-sales-cycle","status":"publish","type":"post","link":"https:\/\/www.bullhorn.com\/au\/blog\/how-to-automate-the-staffing-sales-cycle\/","title":{"rendered":"How to Automate the Recruiting Sales Cycle"},"content":{"rendered":"<p>What is the recruitment sales cycle? We define it as &#8220;the specific process and steps a recruitmetn industry sales person takes to discover, nurture, close, and retain a prospective client.\u201d<\/p>\n<p>To keep your sales cycle churning, you need an effective nurturing program that ensures prospects and existing clients are being communicated with at the right time, with the right message for them.\u00a0 How?<\/p>\n<p>First, you need to outline your company\u2019s sales cycle (we have a sample below).\u00a0 We suggest you partner with the recruitment and marketing teams to further define your communications and nurturing strategies within the cycle.\u00a0 This also helps to ensure there are no duplication of efforts or confusing communications being sent to clients or prospects.<\/p>\n<p>Once you have that process and communication strategy outlined, it\u2019s time to automate.\u00a0 Our automation planning guide<span>\u00a0<\/span><a href=\"https:\/\/herefish.com\/resources\/recruiting-automation-workbook\/\" target=\"_blank\" rel=\"noopener noreferrer\">here<\/a><span>\u00a0<\/span>can help you get started.\u00a0 We\u2019ve also sprinkled some tips for each step in your sales cycle outlined below.<\/p>\n<p><em>Let\u2019s breakdown the recruitment sales cycle and see where we can reduce busywork, save your sales folks time, and do more closing.<\/em><\/p>\n<ul>\n<li>Recruiting Pipeline Management<\/li>\n<li>Prospecting<\/li>\n<li>Communication<\/li>\n<li>Qualification<\/li>\n<li>Offer<\/li>\n<li>Overcoming objections<\/li>\n<li>Closing<\/li>\n<li>Job Order Details<\/li>\n<li>Checking in<\/li>\n<li>Requesting Testimonials<\/li>\n<li>Requesting More Orders<\/li>\n<\/ul>\n<img loading=\"lazy\" decoding=\"async\" class=\"alignnone size-full wp-image-6415 lazyloaded\" src=\"https:\/\/cdn.herefish.com\/wp-content\/uploads\/2020\/02\/Graphics_Cycles_Sales-Marketing-Recruiting.001-1.jpeg\" data-src=\"https:\/\/cdn.herefish.com\/wp-content\/uploads\/2020\/02\/Graphics_Cycles_Sales-Marketing-Recruiting.001-1.jpeg\" alt=\"\" width=\"1200\" height=\"628\" data-srcset=\"https:\/\/cdn.herefish.com\/wp-content\/uploads\/2020\/02\/Graphics_Cycles_Sales-Marketing-Recruiting.001-1.jpeg 1200w, https:\/\/cdn.herefish.com\/wp-content\/uploads\/2020\/02\/Graphics_Cycles_Sales-Marketing-Recruiting.001-1-300x157.jpeg 300w, https:\/\/cdn.herefish.com\/wp-content\/uploads\/2020\/02\/Graphics_Cycles_Sales-Marketing-Recruiting.001-1-768x402.jpeg 768w\" data-sizes=\"(max-width: 1200px) 100vw, 1200px\" sizes=\"auto, (max-width: 1200px) 100vw, 1200px\" srcset=\"https:\/\/cdn.herefish.com\/wp-content\/uploads\/2020\/02\/Graphics_Cycles_Sales-Marketing-Recruiting.001-1.jpeg 1200w, https:\/\/cdn.herefish.com\/wp-content\/uploads\/2020\/02\/Graphics_Cycles_Sales-Marketing-Recruiting.001-1-300x157.jpeg 300w, https:\/\/cdn.herefish.com\/wp-content\/uploads\/2020\/02\/Graphics_Cycles_Sales-Marketing-Recruiting.001-1-768x402.jpeg 768w\" \/>\n<h3><strong>Recruiting Pipeline Management<\/strong><\/h3>\n<p>This step involves both planning and on-going management of the leads and existing clients in your pipeline.<\/p>\n<p>From making sure your leads are categorised correctly (so they receive the right communications at the right time) to keeping leads in the right stage of your process,<span>\u00a0<\/span><a href=\"https:\/\/herefish.com\/tour\/recruitment-marketing-automation\/\" target=\"_blank\" rel=\"noopener noreferrer\">data health<\/a><span>\u00a0<\/span>and<span>\u00a0<\/span><a href=\"https:\/\/herefish.com\/tour\/recruitment-marketing-automation\/\" target=\"_blank\" rel=\"noopener noreferrer\">automation<\/a><span>\u00a0<\/span>should play heavily in this step of the sales cycle.<\/p>\n<h3><strong>Prospecting<\/strong><\/h3>\n<p>Prospecting could include everything from cold calling to emailing to networking at tradeshows.\u00a0 To optimise your sales folks time, we recommend a heavy dose of<span>\u00a0<\/span><a href=\"https:\/\/herefish.com\/automations\/client-sales-leads\/\" target=\"_blank\" rel=\"noopener noreferrer\">automation<\/a><span>\u00a0<\/span>for this step.<\/p>\n<h3><strong>Communication<\/strong><\/h3>\n<p>We all know how important on-going communication is with leads, but my guess is that most of your sales guys and gals have very different messages, cadence, and\u00a0 consistency.<\/p>\n<p>Why not spend an hour or two strategising to find which verbiage and timing has proven most successful, and standardise that flow with<span>\u00a0<\/span><a href=\"https:\/\/herefish.com\/automations\/client-marketing\/\" target=\"_blank\" rel=\"noopener noreferrer\">automation<\/a>. Everyone will love the extra time back in their day, and your client prospects will love that they know what to expect from your brand, every time.<\/p>\n<p>Additionally, hook up with your marketing team to see how they can help your sales communications strategy and where there is concurrence between your messaging and nurturing plan and their content marketing plan.\u00a0 Trust me, they\u2019ll love it.<\/p>\n<h3><strong>Qualification<\/strong><\/h3>\n<p>Qualifying leads is an extremely important part of the sales cycle, ensuring that your teams aren\u2019t wasting their time doing demos, presentations, and calls with leads that aren\u2019t a fit.\u00a0 We recommend using surveys to help<span>\u00a0<\/span><a href=\"https:\/\/herefish.com\/tour\/candidate-nps\/\" target=\"_blank\" rel=\"noopener noreferrer\">automate<\/a><span>\u00a0<\/span>some of this step.<\/p>\n<h3><strong>Offer<\/strong><\/h3>\n<p>Your lead is all warmed up and definitely interested in your services. Let\u2019s make a deal.\u00a0 If you\u2019ve been utilising the automations referenced above, this step will come sooner and sooner in your sales cycle, meaning more contracts each year with the same amount of resources. &#x1f44d;<\/p>\n<h3><strong>Overcoming Objections<\/strong><\/h3>\n<p>This can be a tough part of any salespersons day, but with collaboration and standardisation, this too can become an easy, breezy step in your process.<\/p>\n<h3><strong>Closing<\/strong><\/h3>\n<p>More automation of processes, communication and database hygiene means your salespeople have more time for cloooosssinnggg.<\/p>\n<h3><strong>Job Order Details<\/strong><\/h3>\n<p>Chances are this step involves the handoff from you to the recruiter who will be working the order(s) for your new client.\u00a0 Make sure you collaborate \u2013 and, hey, why not automate some of this too? Setup automated notifications and tasks for your recruiter once a job comes in that includes all of the pertinent details from your very own CRM\/ATS.<\/p>\n<h3><strong>Checking in<\/strong><\/h3>\n<p>Now, this is important.\u00a0 And, also even more important to make sure you are collaborating with your recruiting counterpart to ensure you aren\u2019t overlapping or sending conflicting or confusing messages to your now active client.<\/p>\n<p>Again, collaboration that feeds a standard process that can be automated will work hugely in both sales and recruiting efforts. Because even though the client has been officially sold, it ain\u2019t over till it\u2019s over, and there are always more orders to be had.<\/p>\n<h3>Requesting Testimonials<\/h3>\n<p>Your marketing team will thank you, and so will your new client.\u00a0 Take this opportunity to thank them for being such a valued partner, and don\u2019t forget to mention how you would love to feature a quote from them on your website. Use an automated survey as a step in your process to ensure the testimonial request (a) automatically sends at the right time and (b) sends every time.<\/p>\n<h3>Requesting More Orders<\/h3>\n<p>Who doesn\u2019t want more business?\u00a0 We all do, but sometimes it\u2019s easy to get caught up in new leads and what\u2019s rushing down the pipeline.\u00a0 This is yet another step your sales teams can automate with triggered notifications and tasks based on a contract nearing its end date or renewal date.<\/p>\n<h2>Final Thoughts<\/h2>\n<p>We want to help you be the hero to your sales team by automating as much of the process as possible and leaving them more time to always be closing.<\/p>\n<p>With that, we hope you\u2019ve learned a little about how to define and optimize your sales cycle as well as how to use automation to make it better, faster, stronger.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>We breakdown the recruitment sales cycle and show you where you can reduce busywork, save your sales folks time, and do more closing.<\/p>\n","protected":false},"author":1,"featured_media":70481,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"om_disable_all_campaigns":false,"footnotes":""},"categories":[556],"tags":[],"class_list":["post-70480","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-tips-tricks-and-how-tos"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.2 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>How to Automate the Recruiting Sales Cycle - Bullhorn AU<\/title>\n<meta name=\"description\" content=\"We breakdown the recruitment sales cycle and show you where you can reduce busywork, save your sales folks time, and do more closing.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link 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\/>\t\t<\/div>\n\t\t\t<div class=\"card-resource__content\">\n\t\t\t\t\t<span class=\"card-resource__category\">Tips, Tricks, and How-Tos<\/span>\n\t\t\t\t\t<h5 class=\"card-resource__title\">How to Automate the Recruiting Sales Cycle<\/h5>\n\t\t\t<\/div>\n<\/a>\n","_links":{"self":[{"href":"https:\/\/www.bullhorn.com\/au\/wp-json\/wp\/v2\/posts\/70480","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.bullhorn.com\/au\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.bullhorn.com\/au\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.bullhorn.com\/au\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/www.bullhorn.com\/au\/wp-json\/wp\/v2\/comments?post=70480"}],"version-history":[{"count":0,"href":"https:\/\/www.bullhorn.com\/au\/wp-json\/wp\/v2\/posts\/70480\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.bullhorn.com\/au\/wp-json\/wp\/v2\/media\/70481"}],"wp:attachment":[{"href":"https:\/\/www.bullhorn.com\/au\/wp-json\/wp\/v2\/media?parent=70480"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.bullhorn.com\/au\/wp-json\/wp\/v2\/categories?post=70480"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.bullhorn.com\/au\/wp-json\/wp\/v2\/tags?post=70480"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}