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Keep shoppingRecruitment Agency Sales: Win Clients, Grow Revenue
2,869 students
Recruitment Agency Sales: Win Clients, Grow Revenue
recruitment agency | staffing sales | B2B sales | client acquisition | headhunting | executive search | sales funnel
Last updated 9/2026
English
English [Auto],
What you'll learn
- Run a client conversation with SPIN and close it with a named technique
- Qualify an inbound enquiry with BANT before you spend a day on it
- Build a lead engine: content, inbound, the five-touch sequence, prioritisation
- Design a bonus plan for consultants that does not reward the wrong behaviour
- Diagnose where your recruitment funnel leaks and fix the specific stage
- Write job copy and outreach that a passive candidate actually answers
- Assess a candidate with structured interviews, STAR and a scorecard
- Run an executive search end to end: market map, target list, long list, short list
- Deliver an offer and hold it against a counter-offer
- Learn alongside Mike's 1.6 million students from 185 countries
Explore related topics
Course content
15 sections • 43 lectures • 18h 49m total length
Requirements
- Experience in recruiting, staffing or a service business
- No formal sales training required. Every technique is taught from scratch
- One live client relationship or one open mandate to apply this to
- English at intermediate level or above, since all lessons are in English
- Willingness to look honestly at how you currently price and pitch
Description
This course contains the use of artificial intelligence.
Most agency recruiters are excellent at one half of the job. They can fill a role. They cannot reliably win the next one.
Why agencies stall
Revenue comes from four clients, three of whom found you rather than the other way round. Business development means calling people when the desk goes quiet, which is exactly when you sound like someone whose desk has gone quiet. You take mandates you should have refused because turning work away feels like arrogance, then burn six weeks on a role the client was never serious about. And the whole operation runs on your own relationships, which means it cannot grow past you. None of that is a delivery problem. It is a selling problem wearing a delivery costume.
What this course covers
Forty-two lessons across five blocks. The selling craft first: AIDA and SPIN, FAB, the value proposition canvas, acquisition channels, BANT qualification, the five-touch sequence, objection handling with LAER and Feel-Felt-Found, closing techniques, and the metrics that tell you whether any of it works. Then the machine that produces revenue without you in every conversation: who to hire into business development and how to find them, scorecards and interview questions, training and coaching on metrics, bonus design that does not reward the wrong behaviour, lead generation and the flywheel, lead scoring and prioritisation, the agreement between sales and marketing, technology, and the experiments that actually paid off. Then the same discipline turned toward candidates: funnel audit, bottlenecks, job copy that converts, outreach to passive people, and strategies for the mandates nobody wants. Then quality of delivery: CV analysis, structured interviewing, STAR, competency assessment, tests and cases, the scorecard and the final decision. Finally the high-fee work: taking a proper job order, scanning the market before you commit, target list, long list, short list, moving a candidate who was not looking, and holding an offer against a counter-offer.
A note on the source material
Nine of the lessons come from a course on building a sales department, so the vocabulary is "salespeople" rather than "consultants". In an agency they are the same population — the people who bring in and convert client work — and the hiring, coaching, bonus and leadership material transfers directly. It is worth knowing before you hit lesson seven.
Who is teaching this
I am Mike Pritula. I built the people system at Preply as it became a unicorn, and I have worked at Wargaming, iDeals and Alfa-Bank. More than 1.6 million students have enrolled in my courses across 185 countries, and over 150,000 specialists have gone through my programmes. I hold PHRi and SHRM-CP certifications and represent HRCI in more than ten countries.
What is included
Lifetime access to all 42 lessons
Active instructor support in the Q&A section
A Udemy Certificate of Completion
Working templates: the job order, the scorecard, the search map, the market report, target list, long list, short list, the offer, the candidate development plan
Frameworks you can use tomorrow: SPIN, BANT, LAER, the buyer journey matrix, the competency matrix
Where to start
Look at your last five mandates and mark the ones you should have declined at the intake call. If you cannot tell which, that is lesson thirty-six. Enrol now and start today.
Who this course is for:
- Agency recruiters who deliver well and sell reluctantly
- Independent recruiters and solo consultants building a client base
- Agency owners whose revenue depends entirely on their own relationships
- Delivery consultants moving into a business development role
- Staffing firm managers building a team that can win and fill work
- In-house recruiters planning to go independent
- Executive search consultants who want the commercial side properly built