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How to Compete for Sales Talent
- 1. Confidential and Proprietary © Glassdoor, Inc. 2008-2015
How to Compete for Sales Talent
Against Better Paying Companies
- 2. Confidential and Proprietary © Glassdoor, Inc. 2008-2015
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- 3. Confidential and Proprietary © Glassdoor, Inc. 2008-2015
Featured Speakers
Lisa Holden
Employer Communications
Manager at Glassdoor
Lisa.Holden@Glassdoor.com
Lauren McNiff
Sr. Programs Manager, Self
Service at Glassdoor
Lauren.McNiff@Glassdoor.com
Rob Jeppsen
SVP Sales and General Manager
at HireVue
RJeppsen@hirevue.com
- 4. Confidential and Proprietary © Glassdoor, Inc. 2008-2015
Agenda
• Supply and Demand of Sales Talent
• Considerations for Developing Your
Sales Recruiting Strategy
• Five Tips for Beating Higher
Paying Companies
- 6. Confidential and Proprietary © Glassdoor, Inc. 2008-2015
Competition for Sales Talent Is Steep
MORE THAN 66,291
corporate and account sales positions
open across the United States
Based on Glassdoor Research Report: Highest Paying Cities & Companies for Sales Jobs
- 7. Confidential and Proprietary © Glassdoor, Inc. 2008-2015
Quality Sales Talent ≠ Dime a Dozen
• Missed Sales Opportunities
• Damage to your Brand or
Company Reputation
• Increased Turnover Costs
Making the wrong sales hire can seriously impact business:
- 8. Confidential and Proprietary © Glassdoor, Inc. 2008-2015
What Motivates Sales Professionals
to Explore Other Opportunities
Who Your Competition Is
Where Your Competition is Located
What You Need to Know
- 9. Confidential and Proprietary © Glassdoor, Inc. 2008-2015
Sales Pros Are Open to Jumping Ship
of sales professionals
plan to look for a new job
in the next year
68%
Glassdoor Survey: How to Recruit Sales Professionals (2014)
- 11. Confidential and Proprietary © Glassdoor, Inc. 2008-2015
Most Common Reasons
Sales Pros Will Leave a Job
1
2
3
4
5
Salary and Compensation
Career Growth Opportunities
Company Culture
Relationship With Manager
Senior Leadership
72%
65%
48%
46%
38%
Glassdoor Survey: How to Recruit Sales Professionals (2014)
- 12. Confidential and Proprietary © Glassdoor, Inc. 2008-2015
Identifying the Competition
- 13. Confidential and Proprietary © Glassdoor, Inc. 2008-2015
Glassdoor Research Methodology
• Reviewed total pay and job openings
of 80+ U.S. cities
• Compiled highest median total
compensation for corporate and
account sales jobs
• ≥50 salary reports for account and
corporate sales (excludes retail)
Highest Paying Cities & Companies for Sales Jobs
- 14. Confidential and Proprietary © Glassdoor, Inc. 2008-2015
Know Where Your Competition Is Located
Highest Paying Cities for Sales Jobs
Based on Glassdoor Research Report:
Highest Paying Cities & Companies for Sales Jobs
- 15. Confidential and Proprietary © Glassdoor, Inc. 2008-2015
Know Who’s Handing Out
the Biggest Paycheck
Based on Glassdoor Research Report: Highest Paying Cities & Companies for Sales Jobs
- 16. Confidential and Proprietary © Glassdoor, Inc. 2008-2015
5 Tips for Competing Against
Bigger Paychecks
- 18. Confidential and Proprietary © Glassdoor, Inc. 2008-2015
Managers Play a Critical Role in Sustainment
4X
Chart taken from CEB “The Challenger Sale” Training
- 19. Confidential and Proprietary © Glassdoor, Inc. 2008-2015
Step 1: Invest in Coaching and Mentoring
Provide a growing company feel, but
provide a mature company experience
- 20. Confidential and Proprietary © Glassdoor, Inc. 2008-2015
-80%
-60%
-40%
-20%
0%
20%
40%
60%
80%
Low
Performer Low to Avg
Performer Avg Performer
Avg to Star
Performer Star
Performer
Good Coaching
Poor Coaching
Impact of Coaching
Chart taken from CEB Report: The Anatomy of a World-Class Sales Organization (2011)
- 21. Confidential and Proprietary © Glassdoor, Inc. 2008-2015
Step 2: Provide Sales Talent
With an Unbeatable Opportunity
For GROWTH. For EXPERIENCE.
For NETWORKING.
- 22. Confidential and Proprietary © Glassdoor, Inc. 2008-2015
Benefits of Networking
Gaining & Delivering Professional
Advice
Confidence Boost
Forming Business Partnerships
and Generating Leads
Building a Reputation/Profile
- 23. Confidential and Proprietary © Glassdoor, Inc. 2008-2015
Build a Referral Program
68%of sales professionals are more
likely to apply to a company
that a friend recommends
45%of sales professionals
hear about opportunities
from former co-workers
35%of sales professionals
hear about opportunities
from social media
22%of sales professionals hear
about new job opportunities
from networking events
Glassdoor Survey: How to Recruit Sales Professionals (2014)
- 24. Confidential and Proprietary © Glassdoor, Inc. 2008-2015
Step 3: Be Transparent About the
Pros and Cons About Your Company
value when a recruiter
is transparent about the
pros and cons
76%
Glassdoor Survey: How to Recruit Sales Professionals (2014)
- 25. Confidential and Proprietary © Glassdoor, Inc. 2008-2015
Pay Fairly, but Focus on the Benefits
SALARY IS THE #1 FACTOR
people consider when choosing
where to work.
Glassdoor Survey: How to Recruit Sales Professionals (2014)
- 26. Confidential and Proprietary © Glassdoor, Inc. 2008-2015
What and Where They’re Selling Matters
would accept less money
to work at a company
selling something compelling
78%
Glassdoor Survey: How to Recruit Sales Professionals (2014)
are likely to accept less
money to work at a company
with a great culture
71%
- 27. Confidential and Proprietary © Glassdoor, Inc. 2008-2015
Step 4: Hire a Rookie
2.8 MILLION GRADS
will enter the job market in 2015
Goodman, Leah. Millennial College Graduates: Young, Educated, Jobless. Newsweek U.S. (2015)
- 28. Confidential and Proprietary © Glassdoor, Inc. 2008-2015
Step 5: Advertise Your Jobs Strategically
of sales professionals learn
about job opportunities from
online job sites
75%
Glassdoor Survey: How to Recruit Sales Professionals (2014)