Most staffing firms don’t have a sales problem. They have a system problem.

That’s the one-line version of Ep. 84 of The Staffing Playbook, and my guest has spent the last ten years diagnosing that difference inside staffing firms.

Shad Tidler of Lushin, a Sandler-powered sales training firm out of Indianapolis, brought a framework with him: the Four S’s of Sales Growth — Strategy, Structure, Staff, and Skills. We walk all four, and I spend most of the hour pressure-testing it against light-industrial reality.

A few things we get into:

→ Why Structure and Staff are where most firms actually break (not Skills, the one everybody reaches for first) → How to get from a million-dollar GP goal in January to what a BDM should be doing on Tuesday morning → The industry irony: staffing firms hire for a living and still can’t hire their own salespeople → The difference between coaching a pipeline and managing it from behind a laptop (I have a story about that one) → A 60-second self-diagnosis to figure out which S is your bottleneck

If you run a sales team in this industry — RVP, VP of Sales, or the owner who still carries the bag — this one’s for you.

And if you’re heading to Staffing World in Denver next month, go see Shad live. He’s teaching “Stop Leaving Money on the Table: How to Engage With Your Current Clients” on Wednesday, Oct. 14, 10:45–11:45 AM at the Gaylord Rockies. The podcast is about building the engine for new revenue. His session is about the revenue already sitting inside your accounts. Do both.

Ep. 84 drops Thursday, Sept. 24 at 9:00 AM MDT. Link in the comments.

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