HRO Today and WilsonHCG hosted an informative webinar about sales talent optimization. This webinar covered the strategies and tactics for effective Sales Recruitment in North America. Jed Milstein, Executive Vice President of Human Resources at TransCentra, also lended insight into the best-in-class strategies for sales sourcing. This session defines an effective sales recruitment strategy and how to optimize the recruitment process while improving the quality of candidates.

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2. TODAY’S SPEAKERS.
ELLIOT CLARK – CEO & CHAIRMAN AT SHAREDXPERTISE
Elliot Clark is the Chairman and CEO of SharedXpertise Media, LLC. Elliot oversees the publication of HRO Today,
HRO Today Global Edition and Corporate Responsibility Magazine, and the global HRO Today conference series.
Elliot has a long and distinguished career in the human resources services and technology industry. @Elliot_Clark
JED MILSTEIN – EXECUTIVE VP, HUMAN RESOURCES AT TRANSCENTRA
Jed Milstein joined TransCentra in 2011 as Executive Vice President of Human Resources. His prior experience
includes serving as a Lead HR Executive for Cerberus Operations and Advisory Company, providing strategic HR
leadership and oversight for executive teams and board compensation committees in the United States, Europe and Asia-Pac.
JOHN WILSON – CEO AT WILSONHCG
As the Founder and CEO of WilsonHCG, John Wilson’s hands-on approach has been instrumental in driving
double-digit revenue growth every year since the company’s inception. He is a respected authority in the industry
and educates business leaders on a range of human capital topics. @WilsonCEO
#WilsonSTO
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3. MEET WILSONHCG.
PARTNERING WITH CLIENTS TO PROVIDE
A HIGH-TOUCH, HIGH-TECH APPROACH
TO RECRUITMENT.
•
WilsonHCG has been successfully providing
recruitment process outsourcing and human
capital consulting services since 2002.
•
“Global Enterprise RPO Leader” by HRO Today.
•
Client list is comprised of Fortune 500 and
mid-sized organizations in multiple industries.
•
While maximizing clients’ talent acquisition processes
is essential, WilsonHCG recognizes the relationships
it develops leads to the results its clients realize.
#WilsonSTO
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4. TODAY’S AGENDA.
TOPIC ONE
TOPIC FOUR
Challenges & missteps
Measuring quality of hire
TOPIC TWO
TOPIC FIVE
Creating a strategic plan
Learn more about WilsonHCG
TOPIC THREE
Creating a strategic interview
and onboarding process
#WilsonSTO
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5. Challenges & missteps
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7. CHALLENGES & MISSTEPS.
MISSTEP
#1
MISSTEP
#2
MISSTEP
Reactive
Recruitment
Process
Poorly Planned
Sourcing
Strategy
Disorganized
Interview &
Onboarding
Process
#WilsonSTO
#3
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8. MEET TRANSCENTRA.
THE LEADING PROVIDER
OF TRANSACTIONS WITH IMPACT.
•
America’s largest outsourced remittance processor, one of the
largest outsourced billers and a top provider of imaging and
payment processing platforms and software.
•
TransCentra helps transform critical treasury operations
through innovation, automation, a deep understanding of
financial processes and a single-minded commitment to
delivering improved outcomes.
•
Customers include many of the largest and most trusted names
in both the consumer and business-to-business markets across
a variety of industries, including financial services, utilities and
telecommunications.
#WilsonSTO
2013 © WilsonHCG – Proprietary & Confidential
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9. What is your biggest challenge
with sales recruitment?
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10. Creating a strategic plan
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11. KNOW WHAT YOU ARE
LOOKING FOR.
#WilsonSTO
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14. Creating a strategic interview
& onboarding process
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15. EXAMPLES OF BEHAVIOR
INTERVIEW QUESTIONS.
#1
Tell me about the most challenging sale you ever made.
#2
Describe a time when you were able to surpass a gate keeper
to gain access to a busy executive.
#3
Describe a time when you were able to navigate through a
difficult client organization structure to identify key decision-makers
and/or influencers to gain alignment.
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17. WITHOUT A STRUCTURED ONBOARDING PROGRAM,
THE ROAD TO A PRODUCTIVE SALESPERSON IS LIKELY TO TAKE LONGER.
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18. Measuring quality of hire
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19. WHAT GOES INTO A QUALITY HIRE?
Individual
Performance
Metrics
Manager
Satisfaction
Turnover
Candidate
Satisfaction
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20. WHAT AN EFFECTIVE SALES RECRUITMENT
PROCESS CAN DO…
• REDUCE TURNOVER
• REDUCE THIRD PARTY AGENCY
• INCREASE OVERALL REVENUE
• INCREASE TIME TO PRODUCTIVITY
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21. WHAT AN EFFECTIVE SALES RECRUITMENT
PROCESS CAN DO…
• REDUCE TURNOVER
• REDUCE THIRD PARTY AGENCY
• INCREASE OVERALL REVENUE
• INCREASE TIME TO PRODUCTIVITY
2013 © WilsonHCG – Proprietary & Confidential
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22. WHAT AN EFFECTIVE SALES RECRUITMENT
PROCESS CAN DO…
• REDUCE TURNOVER
• REDUCE THIRD PARTY AGENCY
• INCREASE OVERALL REVENUE
• INCREASE TIME TO PRODUCTIVITY
2013 © WilsonHCG – Proprietary & Confidential
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23. WHAT AN EFFECTIVE SALES RECRUITMENT
PROCESS CAN DO…
• REDUCE TURNOVER
• REDUCE THIRD PARTY AGENCY
• INCREASE OVERALL REVENUE
• INCREASE TIME TO PRODUCTIVITY
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24. WilsonHCG, a full-service recruitment process outsourcing (RPO) and human capital
consulting provider, operates on the principle of providing true partnership to its clients.
Creating scalable and customizable human capital solutions, the company is revolutionizing
the recruitment process and bringing innovation to the industry. WilsonHCG is globally
recognized as a top RPO provider and leader in the marketplace. While maximizing
clients' talent acquisition processes is essential, WilsonHCG recognizes the relationships
it develops lead to the results its clients realize.
Better People, Better Business.®
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