Rainmakers should make rain, or in simply put, CLOSE deals! Yet, our information intense process often distracts PRODUCERS from doing the things most important to big billing. Why? Because our profession has a long history of requiring our sales people to do “everything” so they can “control” the process from beginning to end. We have become short sighted in our use of the liberating and time saving benefits that Researchers and/or Interns can bring.
But I often hear that finding, hiring, training, developing and getting Researchers and/or Interns to the point where they can impact bottom line is too difficult, too time consuming, and too cumbersome to actually make a bottom line difference. That doesn’t need to be the case.
Jeff has been using both researchers & interns for over 10 years now, and he will share with you who he hires, how he selects them, how he gets them up to speed and exactly what tasks he trains them to do, and when he teaches them to do each task. He will also define the critical difference between an intern, researchers, recruiters and consultants.
We need to empower our rain makers, our true sales professionals, ourselves, with the time and freedom to do what matters most: cultivate new clients, build existing relationships, qualify new searches & new candidates for them, negotiate the deals, and close them! Whether you are a solo practitioner, small business owner or large organization owner/manager, this session will outline exactly how we use researcher/interns in our Jefferson Search Process™. Staffing/search professionals need to learn how to enhance their bottom lines by using Researchers and Interns productively. This 75 minute session will give you the detailed road map need to productivity use these agents to allow you to bill more.
What you will take away from this session:
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Difference between interns, researchers, recruiters and consultants
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Successful Profiles to consider hiring
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Selection – screening to decide who’ll thrive with these tasks
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Compensation – what to pay, what are these support agents worth?
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Tasks – what do we have interns do, what do we have researchers do
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Training – how do we these agents productive with each task outlined above, including Scripts &
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Support Materials we use to get them to perform tasks productively
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Details on how they have impacted our bottom line
The focus of this session will be on Tasks & Training for Interns & Researchers.