Tek Systems

Inside Sales Environment: $36 Million ROI

The Situation

TEKsystems, a subsidiary of staffing giant Allegis, provides IT consulting and staffing services from locations in North America and Europe. TEKsystems engaged SNI to train over 3,000 recruiters who worked entirely in an inside sales capacity. Participants in the negotiation training were primarily responsible for calling potential candidates and selling them on the potential job opportunities uncovered by TEKsystems. These recruiters also negotiated the rates that were to be paid to the people they recruited. Every dollar saved in the negotiation added a dollar to TEKsystems’ bottom line.

The SNI Solution

SNI developed a highly customized negotiation training program that specifically addressed the high volume of smaller sized transactions that this group dealt with. SNI also developed tools and introduced specific habits in the training that were later reinforced by managers on a weekly basis in order to sustain the impact.

The Impact

“SNI’s ability to identify the specific areas of skill gap and build a program that directly addressed those gaps is unmatched in my training experience. That, coupled with the dynamic training events, has helped us to drastically impact the skill level of our sales force and make a measurable impact on our bottom line results this year.”

–President, TEKsystems

The Result

TEKsystems measured the overall impact of the negotiation training on the key performance indicator known as “spread per consultant” and quantified over a $36 Million impact in a 12-month timeframe.