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What's on your salesperson's mind?

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This complimentary seminar brought together some of Toronto’s top experts in each of these essential fields. Sales executives from across Toronto listen to George Albert and learned how to attract ...

This complimentary seminar brought together some of Toronto’s top experts in each of these essential fields. Sales executives from across Toronto listen to George Albert and learned how to attract that next top performer that will bring in the ‘A’ accounts everyone is targeting. (http://www.salesforlife.com)

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What's on your salesperson's mind? Presentation Transcript

  • 1. SALES RECRUITING
    Sales Solutions Group Breakfast Series
    December 1st, 2010
  • 2. Survey conducted with 511 sales professionals in November 2010 – salary range from $35k - $150K+
  • 3. 2011 – 49.1%of sales people plan on changing sales jobs
  • 4. 69.1% - biggest reason for making a career change is $$$
  • 5. 2ndbiggest reason for a career change
  • 6. 28.9% of sales people say they will not hit quota this year
  • 7. Search strategies used to search a new sales career…
  • 8. Recruiting Trends
  • 9.
  • 10. 55% of the people earning their living in sales should be doing something else.
    Ref: Herb Greenberg, Harold Weinstein and Patrick Sweeney - "How to Hire and Develop Your Next Top Performer".
  • 11. Another 20% to 25% have what it takes to sell, but they should be selling something else
    Ref: Herb Greenberg, Harold Weinstein and Patrick Sweeney - "How to Hire and Develop Your Next Top Performer".
  • 12. Candidates have choices
  • 13. Cool Places to Work
  • 14. Social Media – not a fad
  • 15. Mobile Recruiting???
  • 16. Mobile Recruiting???
    Here are the latest stats on mobile usage:
    4 billion worldwide mobile subscribers (vs. 1 billion PC’s).
    3.4 billion actual mobile phones are in use and connected (vs. 1.2 billion fixed landlines).
    3 billion users of SMS text messaging (vs. 1.3 billion eMail users, and 600 million IM users).
    1.7 billion consumers of various premium data services on mobile.
    1.35 billion users of MMS 1.05 active users of browsing (“mobile internet”) on the phones.
    The total content industry on mobile is worth 71 billion dollars.
    Messaging on mobile worth 130 billion.
    Total data on phones worth 200 billion.
    Total mobile services, voice and data, worth 800 billion and the total annual revenues of the mobile industry including handset and network equipment sales, worth one Trillion dollars.
    Selling 1.18 billion new phones and adding 650 million new subscrptions last year, when the rest of the economy is in a downward spiral, mobile telecoms is a strong vibrant and healthy industry.
    Source: TomiAhonen, 7thMassMedia.com
  • 17. Why is Sales Recruiting Important?
  • 18. Sales Drives the Engine!
  • 19. Performance Difference “Hire Eagles”
    Performance Difference = Usain Bolt signs a $32 Million deal with Puma
    2nd Place endorsement deals = $0
    .34 Sec performance difference
    2008 Olympic men's 100 meters 1. Usain Bolt, JAM, 9.69 2. Richard Thompson, TRI, 9.89 3. Walter Dix, USA, 9.91 4. Churandy Martina, AHO, 9.93 5. Asafa Powell, JAM, 9.95 6. Michael Frater, JAM, 9.97 7. Marc Burns, TRI, 10.01 8. Darvis Patton, USA, 10.03
  • 20. Performance Difference Impact
    I.E. – ERP Software Solution Team
    Rep Quota = $1.5m Team Quota = $12m
    Performance Difference:
    • Your missed your number!
    • 21. It cost you $1,050,000 in “Performance Difference”!
  • What Can You Do?
  • 22. Build A Recruiting System
  • 23. Profile for Eagles
    Who you hire makes your brand (avoid mistakes)
  • 24. Build a Desired Sales Culture
  • 25. What is the cost of a bad hire?
    Base Salary
    Total compensation
    Recruiter Fees
    Advertising Fees
    Territory Vacancy
    Training
    “Lost opportunities”
    Customer Satisfaction
    Error Rates
    Competitive disadvantage
    Negative impact on other sales people
    Total HR Costs
    Estimated “cost” 1-5 times salary = $50k-$500k!!!