Whether you run an HR software company or an HR-related consultancy, one thing is true every year: revenue goals only matter when you can turn them into weekly actions that bring in demos, sales calls, consulting calls and new clients.
Many HR firms start the year with impressive targets and then struggle to convert those targets into something simple and manageable.
In Episode 299 of the A Better HR Business podcast, we break down how to create a clear and practical sales plan for the year ahead without complex frameworks or confusing jargon.
Let’s get into it.
1. Start With One Clear Number
Whether your business measures revenue in ARR (HR tech) or monthly and project/retainer fees (HR-related consultancies), the process begins the same way. Choose your annual target and translate it into the number of demos or consulting calls you need each week.
For example, if a new customer is worth around 18k ARR and your annual target is 540k, then you will need about 30 new customers.
If you typically convert one in four demos or sales calls, that means around 120 demos or consulting calls needed this year.
This becomes a simple weekly goal. Two to three high-quality demos or sales consulting calls per week. Once you know that number, your sales plan becomes much clearer.
2. Work Backwards From That Weekly Goal
After identifying the number of conversations you need each week, the next step is working out how to create them consistently.
This is where many HR tech and consulting businesses get stuck. Some try too many approaches at once, while others rely on channels that do not align with their strengths.
A better approach is to choose two or three core marketing or sales activities and become excellent at those.
This does not mean ignoring other channels. LinkedIn posts, for example, may not generate leads immediately but they keep you visible, strengthen your outbound efforts and support your webinars and partnerships.
The goal is to avoid spreading yourself thin while still keeping the supporting ecosystem active.
Popular high-performing channels include running regular webinars, consistent outbound email, building partnerships, speaking for other people’s audiences, small well-targeted ad campaigns and content anchored by a podcast or strong thought leadership.
To explore channel choices further, listen to these podcast episodes:
- Episode 126 – Your marketing options explained
- Episode 142 – My 5-minute marketing review for HR tech companies
- Episode 131 – How Ben Geoghegan saved two HR companies $5000 in quick conversations
3. Add More Wow To Your Onboarding Or Delivery
Whether you sell software or consulting services, improving the client experience can boost conversion rates, retention, referrals and upsells.
Small, thoughtful enhancements in onboarding, communication, documentation or training can make a significant difference.
A recommended resource is The Power of Moments by Chip and Dan Heath. It explains how simple, memorable experiences can change how clients feel about working with you.
These improvements strengthen the entire business and make future sales easier.
4. Improve Your Lead Nurturing
This next part is critical.
The old idea of seven touchpoints before someone buys is outdated. Today it is closer to 28 to 62 touchpoints before someone decides to buy.
The seven-touchpoint rule applies more to simple B2C purchases. In B2B, especially in HR tech and HR consulting, the number can climb much higher.
HubSpot research found that 57 percent of the buyer journey is already complete before a prospect speaks to you.
This means prospects are forming opinions long before booking a demo or consulting call.
Your website, LinkedIn posts, emails, webinar content, lead magnets and podcast episodes all count as touchpoints. If you are not nurturing these leads consistently, deals can be lost without you realising it.
This is where many HR businesses leave money on the table.
5. How HR Growth Engine™ Can Help
If you are wondering how to stay consistent with nurturing while balancing client work, sales and delivery, this is exactly what the HR Growth Engine™ was built for.
It helps HR consultants, boutique HR firms and early-stage HR software companies capture leads from your website, LinkedIn, Facebook, networking and ads. It nurtures every lead automatically with thoughtful HR and workplace content, books more demos and consulting calls without manual follow-up, maintains consistent communication even on busy days and tracks conversations and opportunities in one place.
Before HR Growth Engine™, many businesses rely on scattered reminders, slow follow-up, lost leads and disconnected tools.
After HR Growth Engine™, every lead receives an immediate reply, follow-up continues even when you are in client meetings, more prospects book calls and nothing falls through the gaps. The entire process becomes smoother and more predictable.
It creates the reliable sales infrastructure that most HR businesses never have time to build.
Conclusion
Over the years, I have helped HR tech companies and HR consultancies grow through simple, practical approaches.
Some picked up new leads daily through low-cost ads. Some filled webinars with the right prospects. Some grew significantly simply by improving their follow-up.
The common thread is clear. When your numbers are clear and your actions are focused, growth becomes predictable.
If you want help turning your annual revenue goal into a simple, repeatable system or want to explore the HR Growth Engine™, visit GetMoreHRClients.com.
Here is to a clear and steady year ahead.
- Check out HR Growth Engine
- The podcast: A Better HR Business
- Chip and Dan Heath: The Power of Moments
- Ben’s LinkedIn: LinkedIn
Scroll down to listen.
Podcast – A Clear Sales Plan for HR Tech and HR Consultancies
You can find the podcast on all the main podcast players.
About The ‘A Better HR Business’ Podcast
In my HR marketing podcast, I talk with different HR consultants and HR tech companies from around the world to learn about what they do and how they keep their businesses healthy and moving in the right direction.
If you have questions you want to ask me about growing an HR consultancy or marketing for HR tech companies, just let me know or visit the HR marketing services page.
Remember to subscribe to our mailing list to get notified of new episodes.
Enjoy the show!
