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The staffing industry is underperforming. It has been for quite a while.
No, it’s not comfortable to admit it. But we all know it’s true. Despite an economy that suggested 6% growth last year, staffing revenues are down nearly 20% since 2022. And while there are many places to lay blame—sales, recruiting, or the market itself—Mike Cleland says it all comes down to one thing: accountability.
What happened?
According to Cleland, the past 12 years of relative economic strength created a false sense of security. Firms kept growing, even when performance and discipline were slipping. That success masked deeper issues.
“Really strong sales organizations… the ability to penetrate new accounts and gain wallet share was a discipline that was atrophying over those 12 years,” Mike explained. “It was just easier, I think.”
That ease created complacency at every level—from sales teams to executive leadership. Many of today’s staffing leaders have never faced a true recession, and Cleland believes that lack of experience is showing now that the market has shifted.
“In 12 years, you have VP levels that have never seen a recession… They don’t know how to respond.”
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And while finger-pointing may feel natural, it can’t fix the problem. Cleland emphasizes that accountability needs to start at the top, with executives leading by example, adapting to new realities, and rebuilding the muscle memory of strong sales execution.
“Leadership has to learn the business in a different way. They have to learn new skills themselves. They have to learn how to hire differently. They need to train differently,” Mike explained. The firms that took a proactive approach during the boom years—investing in people, sales, and strategy—are the ones standing strong today. But for everyone else, it’s time to face a hard reality: what worked before won’t work now.
What’s Next?
In Part 2 of this series, Mike Cleland explores why sales has become a lost art in staffing—and what firms must do to build a sales culture that thrives in any market. Stay tuned for Part 2: “Selling Is a Lost Art.”
The post Accountability in Staffing: a Conversation with Mike Cleland appeared first on Haley Marketing Group.
