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Weathering a Business Downturn

Back in 2008, I was promoted to regional vice president for one of the big national staffing firms. Of course, as luck would have it my big promotion also happened to coincide with the beginning of what would be known as the "Great Recession." During that two-year period, the staffing industry would decline by more than 30%. Many staffing firms went out of business, branches closed, and thousands of industry professionals lost their jobs. It was a brutal time for the industry.

However, things in our market were a little different. Our overall revenue grew by more than 10% over those two years, even as many of our largest clients slowed down significantly. We continued to win new clients and grab market share. We not only survived the Great Recession, but came out on the other side of it stronger than ever.

How did we do it?

...continue reading this article in Staffing Success magazine published by the American Staffing Association.  I'm a contributor to the Recruiting Today series.

How do you ramp up your sales during a downturn? Follow a consistent sales process. Tom shares his process in his book 'Winning the Staffing Sales Game', a 100-page quick read with a big impact. 

Tom's sales advice is also detailed in his monthly training subscription. The training includes 11 staffing sales courses!

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