Most staffing agencies believe they have a sales plan.  In reality, they have a revenue target, some activity expectations, and a lot of hope.

In this direct, no-nonsense lunch-and-learn, staffing strategist and agency President/Chair Dan Mori walks NJSA owners and leaders through a proven, step-by-step system for building a real sales plan, one that connects goals to execution, measurement, and accountability.

This session is designed to correct the most common breakdowns in sales planning:

• Goals that aren’t grounded in reality
• Metrics that don’t connect to outcomes
• Activity without direction
• Reviews that happen too late to change results

Rather than theory, Dan shares the exact planning framework he uses with agency owners to align new business development, client expansion, and performance management into one cohesive system.

If sales feels harder than it should, or results don’t match the effort being applied, this session will show you where the plan breaks and how to fix it.

What You’ll Learn in This 45-Minute Session

Planning & Goal Setting

• Why most staffing sales plans fail before the year even starts
• How to translate growth goals into clear, achievable sales targets
• How to balance new client acquisition with expansion of existing accounts

Measurement & Focus

• What sales performance should actually be measured, and what can be ignored
• How to connect activity, outcomes, and financial goals without over-tracking
• Why clarity beats complexity when it comes to sales metrics

Performance Management & Cadence

• The missing link between sales plans and consistent execution
• How to design a weekly and monthly review cadence that drives action, not excuses
• How leaders can coach to the plan instead of reacting to missed numbers

What You’ll Walk Away With

• A Sales Planning Playbook outlining each step of the planning process
• Clear guidance on what to measure, why it matters, and how to use it
• A complete performance management cadence for leading sales execution
• Recommendations for tools and systems that reduce friction and improve follow-through
• A repeatable framework you can apply immediately, without overhauling your operation

Why This Matters Right Now

Sales has not become easier.
Buyers are more selective.
Margins are under pressure.
Effort alone is no longer enough.

Agencies that win in this environment are not working harder, they are operating from better plans, clearer focus, and tighter execution.

If you want your sales effort to produce predictable results instead of constant frustration, this session will give you the structure to make that happen.

Speaker: Dan Mori is a staffing industry strategist, systems builder, and President/Chair of a privately held staffing agency that has scaled into the top 2% of U.S. firms. With nearly two decades in the industry, Dan has led six acquisitions and one divestiture, giving him a firsthand view of what drives sustainable growth at scale. He is the Co-Founder of Staffing Dashboard and the creator of the Staffing Sales Summit, where he helps agency leaders move beyond effort-based growth and implement practical systems that drive clarity, execution, and results.