Pc, Computer, Electronics, Laptop, Person, Computer Keyboard, Hardware, Keyboard, Computer Hardware

The staffing industry is a fast-paced environment where account managers must have a thorough understanding of the prospects’ business objectives and where they are in the buying process. When either of these is unclear, your sales team could find themselves wasting an enormous amount of time on unqualified leads.

Why is it important to qualify leads?

Only 21% of leads turn into sales opportunities, according to MarketingSherpa. In a study by Implisit Insights, the gathered data suggest an even smaller number of conversions, with just 13% of leads converting to opportunities. Despite data and intuition showing that some leads are better than others, it is likely your sales force struggles to prioritize good leads over bad ones. When your team pursues leads that aren’t a fit for your organization, they squander energy and resources.

Qualifying your new business opportunities often involves asking a series of questions to obtain the data you need. Nearly three out of four prospects feel their needs aren’t met on the first phone call because the salesperson is eager to qualify the opportunity. A sales professional must determine how to obtain the qualifying information they need while ensuring the potential buyer is a legitimate prospect without alienating them.

PREMIUM CONTENT: The Global Gig Economy 2021

By prioritizing leads, you can focus your efforts on contacting the most “likely to buy” ones first. How do you find customer pain though? One of the most important interactions a salesperson can have with a potential customer is the discovery conversation. You and your prospect are at a crossroad: Either they are a match for your service that merits taking the next step, or it’s time for you both to part ways. Unfortunately, no staffing company is a fit for all prospective clients.  This realization is difficult to recognize if you don’t have the internal capabilities to develop a successful sales qualification process and train employees on ways to use it to achieve their productivity goals.

While most teams are aware of the sources of their best leads, without proper training, process and structure for sales lead management, employees spread their effort equally across all leads. It’s counter-intuitive to give up on a prospect that has shown interest in your company, but you need to execute a disciplined technique and only work on qualified leads. When you ask the right questions and uncover prospect pain, you will be able to determine whether or not the relationship should continue and what the appropriate next steps are if a deal is ultimately feasible. An experienced learning and development resource can train on the fundamentals of sales qualification, show the sales force the different frameworks to use and provide pointers on disqualification and conversational tip-offs.

Taking the next step

The workforce has likely changed forever. Once your viable prospect has turned into a client, it is important to coach the client to be flexible on candidate skill sets, rates, experience and the interview process. As we come out of the pandemic, we have to learn a new way of doing business. Candidates are less tolerant of outdated expectations, but at the same time, many companies are resisting the inevitable changes. A learning and development resource can align your teams’ expectations with the market and help them achieve results within the boundaries of the market conditions.

How will you leverage learning and development to propel your sales team to new heights?

Read more >


Person, Text, Face, Id Cards, Document, Paper, Crowd
Meet Drew Golin, Chief Executive Officer - Shiftfillers

Shiftfillers' CEO has one of those journeys that inspire us to success.  Drew Golin has exemplified servant leadership throughout his life, starting with his education at Temple University in Philadelphia....

Read more >
Person, Face, Crowd, Female, Blonde, Teen, Kid, Girl, Woman, Text
Meet Rod Smyth, President - Shiftfillers

Innovation runs in the blood of Shiftfillers' President. Born and raised in Dublin, Ireland, Roderick Smyth consistently lives up to his famous compatriot Oscar Wilde's saying that "true progress is...

Read more >
Blonde, Person, Female, Woman, Teen, Girl, Face, Text, Smile, Hair
Meet Karen Febus, Chief Operating Officer - Shiftfillers

Whether it’s running a race or running a successful business, the Shiftfillers' COO knows how to reach goals like no other. Avid runner Karen Febus studied business and finance at...

Read more >

Current opportunities to join us

Shiftfillers Experienced On-site Staffing Managers $60k Newnan, GA Direct_Hire 1087398 Newnan Georgia United States Newnan, Georgia, United States, 30265 Join Shiftfillers and become part of the dedicated team that gets products and orders ready for our client’s customers. We are a young venture-funded company and this role and provides the opportunity to significantly contribute to the success and...
Shiftfillers Experienced On-site Staffing Managers $60k Nashville, TN Direct_Hire 1087390 Nashville Tennessee United States Nashville, Tennessee, United States Join Shiftfillers and become part of the dedicated team that gets products and orders ready for our client’s customers. We are a young venture-funded company and this role and provides the opportunity to significantly contribute to the success and...
Production Associate Start 7 p.m. 4 days rotating weekends $18.00 inc shift bonus hourly Plus weekend bonuses & same day pay HelloFresh Phoenix Phoenix_AZ Staffing Contracts SF830182613Jun Phoenix Arizona United States 1850 S 71st Ave, Phoenix, Arizona, United States, 85043 Join Shiftfillers and become part of the dedicated team that gets products and orders ready for our client’s customers. You will be processing, preparing, picking, packing and shipping customer orders. If you like a fast-paced, physical position t...
Production Associate Start 7 a.m. 4 days rotating weekends $16.50 hourly Plus weekend bonuses & same day pay HelloFresh Phoenix Phoenix_AZ Staffing Contracts SF266014613Jun Phoenix Arizona United States 1850 S 71st Ave, Phoenix, Arizona, United States, 85043 Join Shiftfillers and become part of the dedicated team that gets products and orders ready for our client’s customers. You will be processing, preparing, picking, packing and shipping customer orders. If you like a fast-paced, physical position t...
Packaging Technician Start 6:00 p.m. $19.00 hourly Same day pay + Bonus Boston Brands Lewiston Lewiston_ME Staffing Contracts KG236056218Jun Lewiston Maine United States 21 Saratoga St, Lewiston, Maine, United States, 04240 Join Shiftfillers and become part of the dedicated team that gets products and orders ready for our client’s customers. You will be processing, preparing, picking, packing and shipping customer orders. If you like a fast-paced, physical position t...
Light Production Start 11 p.m. $17.25 hourly Same day pay Sealed Air Louisville Louisville_KY Staffing Contracts MN485488525Jun Louisville Kentucky United States Louisville, Kentucky, United States Join Shiftfillers and become part of the dedicated team that gets products and orders ready for our client’s customers. If you like a fast-paced, physical position that gets you up and moving, apply to join our team today. ResponsibilitiesYou will...
Laboratory Technician Start 6:00 a.m. $20.00 hourly Same day pay + Bonus Boston Brands Lewiston Lewiston_ME Staffing Contracts MN3971061Jun Lewiston Maine United States 21 Saratoga St, Lewiston, Maine, United States, 04240 Join Shiftfillers and become part of the dedicated team that gets products and orders ready for our client’s customers. If you like a fast-paced, physical position that gets you up and moving, apply to join our team today. A Laboratory Technician ...
Light Production Start 7 a.m. $15.50 hourly Same day pay Sealed Air Louisville Louisville_KY Staffing Contracts MN212922524Jun Louisville Kentucky United States Louisville, Kentucky, United States Join Shiftfillers and become part of the dedicated team that gets products and orders ready for our client’s customers. If you like a fast-paced, physical position that gets you up and moving, apply to join our team today. ResponsibilitiesYou will...
Packaging Technician Start 11:00 p.m. $23.00 hourly Sazerac Montreal Montreal_QC Staffing Contracts MN53622555Jun Montreal Quebec Canada 950 Chem. des Moulins, Montreal, Quebec, Canada, H3C 3W5 Faites défiler pour la description de poste en français:   Join Shiftfillers and become part of the dedicated team that gets products and orders ready for our client’s customers. You will be processing, preparing, picking, packing and shipping cus...
Ouvrier Usine Start 3:00 p.m. $22.25 hourly Sazerac Montreal Montreal_QC Staffing Contracts MN96172055Jun Montreal Quebec Canada 950 Chem. des Moulins, Montreal, Quebec, Canada, H3C 3W5 Rejoignez Shiftfillers et faites partie de l'équipe dédiée qui prépare les produits et les commandes pour les clients de nos clients. Vous traiterez, préparerez, ramasserez, emballerez et expédierez les commandes des clients. Si vous aimez un post...