Normally resourcing in any IT services consulting or projects company is a HR or Admin function. This is done by recruiters who report to head of resourcing into HR. Sales should look at this function more carefully and leverage this function for sales leads and deal closure. What I would suggest is that when a consultant is interviewed for a position sales should use this touch point to understand more about the engagements that the consultant worked. Consultant can provide you a lead in many areas (technologies were used in that company, who are the key people, what are their issues, budget cycle etc). If you use this information effectively you can expand your sales easily.
This is Business Intelligence (BI) through resourcing !!
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