Mark Sinatra is CEO of Staff One, aDallas-based PEO. Staff One works with brokers to increase revenuesand retention rates from their small group books of business. Markworked with an investment firm in 2008 to purchase Staff One fromits original founder.
Predictable sales model. It's critical to knowwhat types and levels of activity will lead to the sales resultsyou desire. Build prospecting plans for each salesperson that willlead to achieving those revenue targets.
Add objectivity to hiring. I've found that anytime emotion enters the hiring process, poor hiring decisions aremade. It's important to have a bench of talented people to draw offof so that you are never in a position where you are forced to hiresomeone quickly. Also, I believe that a personality profile can beeffective to determine a potential fit for a position, especiallywhen benchmarked to the ideal profile for that role.
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