Sample Sales Process Sample Sales Process Lead Input

Sample Sales Process

Sample Sales Process Lead Input (Sales or Recruiting Generated) Call Planning & Initial Conversation Job Order Intake Manage Interview Cycle Qualify Contact Manage Offer Cycle Lead Nurturing Campaign Account Management

Lead Input • All entries to CRM begin as a lead and stay in a lead or “contacted” status until they are qualified/disqualified • Depending on their Lead Status they may have contact requirements

Call Planning & Initial Conversations • • • Create Call Plan Enter contact into our Marketing Campaign Determine which form of initial conversation is appropriate Execute Initial Conversation Execute Remainder of Marketing Campaign

Qualify Contact • Determine whether lead is: • Qualified (Budget owning Hiring Manager) • Influencer (Not a hiring manager but a valuable contact) • Disqualified (Not a hiring manager OR a valuable contact) • If qualified then enter contact into Lead Nurturing Campaign

Lead Nurturing Campaign • Reach out to Qualified Contact using a systematic outreach with a focus on adding value across multiple platforms: • Phone • Voicemail • Email • Linked. IN • Direct Mail • Client Visit • Any other appropriate platform (Blog comments, Facebook, Twitter, etc. )

Job Order Intake Follow Job Order Intake Form Ensure Job Order meets qualifications Classify Job Order (A, B, C) Sales inputs Job Order into CRM Assign recruiters according to Job Order Classification Recruiting sources, qualifies, creates presentations, and submits candidates to sales • Sales reviews candidates (final quality check) and presents qualified candidates to clients • • •

Manage Interview Cycle Present candidates (try for scheduled interview blocks) Schedule Interviews Arrange for Interview Feedback Prepare candidates in conjunction with Recruiting Schedule 2 nd/3 rd interviews & Interview Feedback (if necessary) • Plant seed for “Onsite Onboarding Program” • Continue Job Order review • Continue candidate Job Status review • • •

Manage Offer Cycle • • • Receive verbal offer from client Review/Compare any viable candidates with client Trial close candidate Close candidate Accept offer with client Schedule onsite onboarding with client

Account Management Conduct Onsite Onboarding Implement Onsite Onboarding Program Schedule/conduct Consultant reviews Develop consultant relationship Implement Consultant re-deployment program Continue Qualification Process with all relevant Account contacts • Implement Executive Sponsorship in appropriate accounts • • •