The ABCs of Bench Sales: A Beginner’s Guide

Published On
Apr 28, 2023
Read Time
4 Minutes
OnBlick Inc

The staffing industry can be complex and overwhelming for newcomers. At least some of you may have come across the term “Bench Sales” and wondered what it means. Understanding this concept is crucial for any beginner looking to succeed in the staffing industry, as it is a key component of the recruitment process.

This article will help you better understand what bench sales is, why it matters, and how it can be utilized effectively to enhance your staffing business.

What is Bench Sales?

Bench Sales is a term commonly used in the staffing industry to refer to the process of marketing and selling the services of available consultants who are currently not on a billable project. Essentially, these consultants are referred to as being “on the bench”, waiting to be assigned to a new project.

• Bench Sales teams are responsible for identifying potential clients who require staffing services and pitching the available consultants to them. This involves understanding the client’s needs and requirements and matching them with the skills and experience of the available consultants.

• The process is crucial for staffing companies as it helps them to generate revenue by keeping their consultants billable while also helping to build relationships with clients.

• The bench sales process involves several steps, including identifying potential clients, pitching available consultants, negotiating rates, onboarding consultants, and managing the project.

• By following these steps, staffing companies can maintain a healthy pipeline of projects, maximize their revenue, and provide high-quality consultants to their clients.

Overall, bench sales is an essential process in the staffing industry, and understanding its basics is crucial to anyone looking to build a career in this field.

Why is Bench Sales important?

Bench Sales is a critical process for staffing companies as it serves multiple purposes.

• Firstly, it helps staffing companies maximize revenue by keeping their consultants billable. When consultants are not on a project, they are not generating revenue for the staffing company. Bench sales help reduce the amount of time a consultant spends on the bench, thereby increasing revenue.

• Another benefit is that bench sales help staffing companies maintain a healthy pipeline of projects. By continuously marketing their available consultants, staffing companies can identify new clients and new projects, which helps to keep their business growing. This is especially important in a highly competitive staffing industry where companies must consistently find new projects to stay ahead.

• Bench sales assist staffing companies in building relationships with clients. Staffing companies can build trust and loyalty by regularly communicating with clients and providing them with high-quality consultants, leading to long-term partnerships. Building long-term partnerships is crucial for staffing companies as it allows for a stable revenue stream and helps establish a positive reputation in the industry.

• Bench sales also aid consultants in staying engaged and up-to-date on the latest technologies and skills. When consultants are on the bench, they have the opportunity to participate in training programs and develop new skills, which helps them remain competitive in the job market. This ultimately benefits the staffing company as they can offer their clients highly skilled and up-to-date consultants.

To sum up, bench sales is an essential process for staffing companies. It helps maximize revenue, maintain a healthy pipeline of projects, build long-term relationships with clients, and keep consultants engaged and up-to-date on the latest technologies and skills. Understanding the importance of bench sales is crucial for anyone looking to build a career in the staffing industry.

How does Bench Sales work?

Bench sales is a process that involves multiple steps.

• The first step is for the bench sales team to identify potential clients by researching companies and industries that require staffing services. They may also receive leads from existing clients or through referrals.

• As potential clients are identified, the next step is to pitch available consultants to them. The team will typically review their database of available consultants to identify those with the relevant skills and experience required by the client. They will then prepare a proposal that outlines the consultant’s skills and experience and how they can help the client achieve their project goals.

• Once a client is interested in hiring a consultant, the next step is negotiating rates. The bench sales team will work with the client to agree on a rate acceptable to both parties. They will also negotiate other terms of the agreement, such as the length of the project, the consultant’s responsibilities, and any other contractual requirements.

• When rates and terms are agreed upon, the consultant will be onboarded onto the project. This involves completing any necessary paperwork, such as background checks or employment agreements, and ensuring the consultant has the required resources and support to start the project.

• The bench sales team will manage the consultant and client relationship throughout the project. They will ensure that the consultant meets the client’s expectations and that the project progresses as planned. They will also handle any issues that may arise, such as disagreements over rates or project scope.

• Once the project is complete, the bench sales team will typically conduct a review to assess the consultant’s performance and gather feedback from the client. This information is used to improve the staffing process and ensure that future consultants are better matched to client needs.

Overall, bench sales require careful planning, communication, and negotiation. By following a well-defined process, staffing companies can ensure they provide their clients with high-quality consultants while maximizing revenue and building long-term relationships.

Summing Up

Bench Sales is a crucial process in the staffing industry. It helps staffing companies keep their consultants billable, maintain a healthy pipeline of projects, and build client relationships. By following the steps outlined in this article, beginners in the staffing industry can get started with bench sales and begin generating revenue for their businesses.

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