Direct Hire Growth Playbook: Sales Process, Pipeline, and Performance

Who Should Attend

Staffing, recruiting, and workforce solutions industry owners, principals, chief executive officers, presidents, and branch managers; recruiting professionals

Highlights

In today’s direct hire market, success is no longer driven by effort alone; it’s driven by process, consistency, and the ability to clearly communicate value. Many firms are finding that while there is opportunity on the direct hire side, often sales approaches are inconsistent, discovery is underdeveloped, and teams lack a clear framework for managing pipelines and measuring success.

This webinar will focus on how direct hire professionals can strengthen their sales process from the ground up—starting with effective discovery, building a structured pipeline, and establishing the metrics and cadence needed to drive consistent results.

Attendees will gain practical insight into how top performers are managing their pipelines, engaging clients with purpose, and defining what success looks like across different experience levels—from entry-level recruiters to seasoned direct hire producers. This session is designed to move beyond theory and provide a clear, repeatable approach to direct hire sales and pipeline development that can be applied immediately.

During this webinar, attendees will learn:
• How to strengthen discovery and client engagement strategies to better position value before presenting candidates
• How to implement a structured direct hire sales and pipeline process, including cadence, touchpoints, and lead generation approaches
• How to define performance expectations and key metrics for direct hire success across different experience levels

Facilitator:

Sue Jagan

associate director, MeeDerby

Based out of the Washington, DC, metropolitan area, Jagan is active with the ASA women in leadership council and the ASA direct hire council and is an 18-year staffing industry veteran. She started her career in field marketing and quickly realized that she had a natural ability in leading people and building teams. Like many, she fell into staffing and found that it was an industry that allowed her to utilize all of her skills in a fast-paced and dynamic industry. Jagan came to MeeDerby through an introduction to Robin Mee at an event for the Capital Area Staffing Association, an ASA-affiliated chapter; after she was ready to make a change, she reached out to Mee to discuss her career search and, after hearing what she was looking for, Mee suggested discussing an opportunity with MeeDerby. She has been with MeeDerby for nearly eight years and has risen to the position of associate director, where she manages a recruiting team and her own desk. Jagan is passionate about positivity and leading with heart and attacks all things in life with tenacity and speed.

Panelists:

Tom Erb, CSP, CPC

president, Tallann Resources

With a career spanning more than 30 years, Erb has established himself as one of the top subject matter experts in the staffing profession. Since opening his consulting firm Tallann Resources in 2010, he has advised more than 1,000 companies in the U.S. and around the globe. He is one of the most highly sought-after speakers in the staffing and recruiting profession, presenting to a variety of organizations including ASA; the National Association of Personnel Services; American Association of Finance and Accounting; Staffing Sales Summit; and dozens of state, regional, and independent staffing associations. Erb is the author of Winning the Staffing Sales Game and writes the “Recruiting Today” column for Staffing Success magazine. He is the past chairman of the board for the National Association of Personnel Services; past chair of the ASA professional–managerial section council; past president of the HR Association of Central Ohio; and past president of the Ohio Staffing and Search Association, an ASA-affiliated chapter. He is a Certified Personnel Consultant and Certified Staffing Professional.

Benjamin Mena

managing partner, Select Source Solutions

Mena founded Select Source Solutions after an almost 15-year career working in recruiting for some of the top defense contractors and government agencies. He has supported contracts over $600 million and led recruiting efforts for some of the most complex and challenging government programs. Mena is also the host of the “Elite Recruiter” podcast and the “Pinnacle Take” podcast for the Pinnacle Society.

This webinar qualifies for 1.0 hour of CE toward maintaining your ASA credential.