Staffing sales used to feel simple. Remember?

Build relationships. Deliver results. Grow the account.

Now? It’s gotten weirdly complex.

Tech overload. Activity dashboards that mean nothing. Sales reps chasing companies that don’t even want to be sold to.

And the result?
Teams working harder—but selling less.

It’s time to simplify. Not by going backward—but by re-centering your strategy around the people, process, and performance that actually matter in today’s market.

🧠 1. The First Problem: You’re Not Selling the Way Your Customers Buy

If you ask most staffing firms who their customer is, they’ll say: “the hiring manager” or “the MSP” or “the client.”

But that’s not clear enough.

Each customer type has a different reason to buy, a different pain point, and a different expectation of how to engage.

Many firms are using the wrong type of sales motion—and putting the wrong type of salespeople—in front of the right customers. And it’s killing momentum before it starts.

Key Move: Redefine your ICP. Know who you’re selling to, how they want to be engaged, and what kind of sales approach actually earns their attention. Then match your team to that motion.

🔢 2. Too Many Metrics, Not Enough Meaning

If you’re measuring calls made, emails sent, and meetings booked—but your win rate isn’t improving—you’re optimizing for noise, not outcomes.

Modern sales is about the moneyball metric: finding the 2–3 behaviors that actually correlate with revenue, and building the process around them.

That might be:

• Targeted outreach to warm leads within high-potential industries
• Weekly touchpoints between recruiters and sales to align delivery to opportunity
• Creating customer journeys that don’t rely on hero sellers

Key Move: Ditch the vanity metrics. Identify the high-leverage activities that move deals—and coach your team to do those consistently.

🧩 3. Undefined Roles = Blurry Results

Sales can’t sell when they’re doing account management.
Recruiters can’t fill when they’re asked to cold-call new business.
And customer success can’t thrive if they’re cleaning up post-sale chaos.

You need clear swim lanes—and aligned KPIs—for each function to deliver their best work. And that means defining not just what each role does, but how they’re measured and how they collaborate.

Key Move: Establish clear responsibilities and KPIs for sales, recruiting, account management, and customer success. This is how you build scale without silos—or burnout.

🚀 Wrap: Simplify → Systematize → Scale

Staffing sales isn’t broken—it’s just bloated.

The firms that win in 2025 will be the ones who:

• Sell the way their customers buy
• Focus on the few activities that really move revenue
• Create alignment across their go-to-market teams

You don’t need more dashboards or tech.
You need clarity, confidence, and a team that knows how to execute with purpose.

Let’s build that.

📩 DM me or comment if this hits close to home—I’d love to hear what’s working for your team (and where it’s gotten messy).