Expanding existing accounts, cold calling among highest bang-to-buck sales tactics: Report

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November 01, 2021

When it comes to the most effective sales tactics for staffing firms, topping the list were developing new business from existing accounts, new account generation and cold calling, according to a recent report by Staffing Industry Analysts.

It found that 73% of 398 North American staffing firms surveyed said “existing account penetration/development” ranked as the highest bang-for-buck sales tactic.

Second highest, “new account generation,” was cited by 44% of firms.

Cold calling followed at third with 20% of staffing firms reporting it was the highest bang-for-buck sales tactic.

SIA conducted a similar survey in 2014 and the recent results closely tracked the earlier survey with “account penetration/development” and cold calling also ranking among the top choices in the previous survey.

The new report, “North America Staffing Company Survey 2021: Highest-Return Sales, Marketing and Recruiting Tactics,” is available online for corporate members of Staffing Industry Analysts.

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