Glassdoor Survey: How to Recruit Sales Professionals
 

Glassdoor Survey: How to Recruit Sales Professionals

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    Glassdoor Survey: How to Recruit Sales Professionals Glassdoor Survey: How to Recruit Sales Professionals Presentation Transcript

    • Confidential and Proprietary © Glassdoor, Inc. 2008-2014 Glassdoor Survey: How to Recruit Sales Professionals A Strategic Guide for Talent Acquisition Professionals 2014 #Glassdoor
    • Confidential and Proprietary © Glassdoor, Inc. 2008-2014 Featured Speakers Molly McKinstry @LilMissMol Manager, New Business Acquisition & Sales Jesper Bendtsen @JesperBendtsen1 Vice President, Global Head of Sales Recruiting
    • Confidential and Proprietary © Glassdoor, Inc. 2008-2014 #Glassdoor Agenda • Current Climate of Sales Recruiting • Where Sales Professionals Find Jobs • Recruitment Best Practices • Retention & Compensation Insights • Salesforce.com Case Study
    • Confidential and Proprietary © Glassdoor, Inc. 2008-2014 Survey Overview #Glassdoor
    • Confidential and Proprietary © Glassdoor, Inc. 2008-2014 Sales Professionals #Glassdoor
    • Confidential and Proprietary © Glassdoor, Inc. 2008-2014 Timing #Glassdoor
    • Confidential and Proprietary © Glassdoor, Inc. 2008-2014 Sales is one of the Top 5 most searched categories on Glassdoor #Glassdoor
    • Confidential and Proprietary © Glassdoor, Inc. 2008-2014 Where Are They Learning About Job Opportunities?
    • Confidential and Proprietary © Glassdoor, Inc. 2008-2014 Social Media Outreach of sales professionals find social media outreach an effective way to learn about new job opportunities #Glassdoor
    • Confidential and Proprietary © Glassdoor, Inc. 2008-2014 Meetups of sales professionals appreciate meetups at the company hiring #Glassdoor
    • Confidential and Proprietary © Glassdoor, Inc. 2008-2014 Building Event Awareness #Glassdoor
    • Confidential and Proprietary © Glassdoor, Inc. 2008-2014 Recruitment Tactics That Work #Glassdoor
    • Confidential and Proprietary © Glassdoor, Inc. 2008-2014 Attributes of Recruiters That Sales Professionals Value Most Transparency Proactive Recruiting Knowledge About Sales 1 2 3 #Glassdoor
    • Confidential and Proprietary © Glassdoor, Inc. 2008-2014 1. Transparency #Glassdoor
    • Confidential and Proprietary © Glassdoor, Inc. 2008-2014 What Sales Professionals Are Saying… value when a recruiter is transparent about the pros and cons #Glassdoor
    • Confidential and Proprietary © Glassdoor, Inc. 2008-2014 Embellish the job or the opportunities for the position Mention up front benefits of switching from current company How To Become More Transparent #Glassdoor
    • Confidential and Proprietary © Glassdoor, Inc. 2008-2014 2. Proactive Recruiting #Glassdoor
    • Confidential and Proprietary © Glassdoor, Inc. 2008-2014 What Sales Professionals Are Saying… of sales professionals want recruiters that work as hard for them as they do for employers #Glassdoor
    • Confidential and Proprietary © Glassdoor, Inc. 2008-2014 How To Become A Proactive Recruiter Understand the impact of corporate culture has on whether or not we are willing to jump ship Pester me to call you and then disappear #Glassdoor
    • Confidential and Proprietary © Glassdoor, Inc. 2008-2014 3. Recruiters That Know Sales #Glassdoor
    • Confidential and Proprietary © Glassdoor, Inc. 2008-2014 What Sales Professionals Are Saying… want recruiters with a strong understanding of the sales profession of sales professionals want recruiters to be knowledgeable about their experiences #Glassdoor
    • Confidential and Proprietary © Glassdoor, Inc. 2008-2014 How To Become More Engaged Focus only on my age, focus on my experience Learn more about the role beyond the job description #Glassdoor
    • Confidential and Proprietary © Glassdoor, Inc. 2008-2014 Retention & Compensation Insights #Glassdoor
    • Confidential and Proprietary © Glassdoor, Inc. 2008-2014 Top Reasons Sales Professionals Would Leave Their Jobs #Glassdoor
    • Confidential and Proprietary © Glassdoor, Inc. 2008-2014 Important Elements of the Compensation Plan Base Salary Commission Healthcare/ Medical Benefits Company Perks Bonuses #Glassdoor
    • Confidential and Proprietary © Glassdoor, Inc. 2008-2014 Different Age Groups with Different Priorities Company Perks Priority for 81% of 18-24 year olds, compared to: • 55% for 25-34 year olds • 37% for 35-44 year olds • 30% for 45-54 year olds • 24% for 55+ year olds #Glassdoor
    • Confidential and Proprietary © Glassdoor, Inc. 2008-2014 Different Age Groups with Different Priorities Commission 69% for 55+ years old 32% for 18-24 year olds #Glassdoor
    • Confidential and Proprietary © Glassdoor, Inc. 2008-2014 Different Age Groups with Different Priorities Healthcare and Medical Benefits 62% for 55+ years old 44% for 18-24 year olds #Glassdoor
    • Confidential and Proprietary © Glassdoor, Inc. 2008-2014 More Money Isn’t The Only Motivator Are likely to accept less money to work at a company with a great culture Of those surveyed said they would accept less money to work at a company selling something compelling
    • Confidential and Proprietary © Glassdoor, Inc. 2008-2014 #Glassdoor Referral Programs Check that current employees would recommend your company 86% said they are more likely to apply to a company that a friend recommends
    • Confidential and Proprietary © Glassdoor, Inc. 2008-2014 Salesforce.com Case Study #Glassdoor
    • Confidential and Proprietary © Glassdoor, Inc. 2008-2014 Know Your Position in the Market Build a Sales Organization Know Your Target Profile Key Elements #Glassdoor
    • Confidential and Proprietary © Glassdoor, Inc. 2008-2014 Know Your Position in the Market #Glassdoor #1 World’s #1 CRM According to Gartner of the world’s top 10 enterprise software companies 33% Y-o-Y FASTEST GROWING MOST INNOVATIVE Company in the World according to Forbes 3 years in a row 2011, 2012, 2013
    • Confidential and Proprietary © Glassdoor, Inc. 2008-2014 Compensation and Opportunity for Growth of sales professionals said they would leave their job because of career growth opportunities of sales professionals would leave their job for salary and compensation reasons #Glassdoor
    • Confidential and Proprietary © Glassdoor, Inc. 2008-2014 Recruiter Onboarding & Certification I GOT 99 PROBLEMS, BUT A PITCH AIN’T ONESALESFORCE.COM BRAND NEW RECRUITER SECRET HANDBOOK #Glassdoor
    • Confidential and Proprietary © Glassdoor, Inc. 2008-2014 Support #Glassdoor
    • Confidential and Proprietary © Glassdoor, Inc. 2008-2014 New Hire Ramp #Glassdoor
    • Confidential and Proprietary © Glassdoor, Inc. 2008-2014 Know Your Target Profiles #Glassdoor What cities? What companies? What resonates?
    • Confidential and Proprietary © Glassdoor, Inc. 2008-2014 Create and Manage Your Social Profile on the Web #Glassdoor
    • Confidential and Proprietary © Glassdoor, Inc. 2008-2014 Promote What Makes You…You! Celebrate your wins and make every employee a social ambassador #Glassdoor
    • Confidential and Proprietary © Glassdoor, Inc. 2008-2014 Hiring into Hubs #Glassdoor
    • Confidential and Proprietary © Glassdoor, Inc. 2008-2014 Maximize Your Employee Referral Program #Glassdoor
    • Confidential and Proprietary © Glassdoor, Inc. 2008-2014 Build a Diverse Workforce #Glassdoor
    • Confidential and Proprietary © Glassdoor, Inc. 2008-2014 Build a Sales Organization #Glassdoor PRODUCT MARKETING SALES OPERATIONS COMPETITIVE INTEL SALES COORDINATOR INBOUND LEAD GEN OUTBOUND LEAD GEN ACCOUNT EXECUTIVE HEAVY HITTER CAREERS MARKETING RECRUITING OPERATIONS RECRUITING RESEARCH RECRUITING COORDINATOR INBOUND SOURCER OUTBOUND SOURCER RECRUITER EXECUTIVE RECRUITER
    • Confidential and Proprietary © Glassdoor, Inc. 2008-2014 Match Capacity with Demand #Glassdoor
    • Confidential and Proprietary © Glassdoor, Inc. 2008-2014 #Glassdoor Total Transparency
    • Confidential and Proprietary © Glassdoor, Inc. 2008-2014 Manage and Prioritize Leads #Glassdoor Employee Referrals Active Applicants Direct Sourced
    • Confidential and Proprietary © Glassdoor, Inc. 2008-2014 Build a Great Workplace and Team #Glassdoor
    • Confidential and Proprietary © Glassdoor, Inc. 2008-2014 Resources Included: • Email from: employers@glassdoor.com • “How to Recruit Sales” Guide • Link to sign up for your Free Employer Account • Webinar Recording #Glassdoor