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RECRUITING + SALES = SUCCESS
The Salesforce.com Story
Mike Hulse
APAC Director of Recruiting
$2B
Revenue
2010
GLOBAL
REVENUE
GROWTH
$0B
Revenue
1999
$1B
Revenue
2009
4,800
Employees
2010
4
Employees
1999
GLOBAL
HEADCOUNT
GROWTH
2011
THE GLOBAL STORY
SALESFORCE IN
250-350
HIRES PER QTR
REACTIVE
TRADITIONAL
SCRAPPY
SALESFORCE IN
2011
SALESFORCE IN
52
RECRUITERS
HIGH MIX OF 12-MONTH CONTRACTORS
HIGH CHURN
MANAGED CAPACITY BY ‘FEEL’
SALESFORCE IN
2011
SALESFORCE IN
39%
REFERRAL RATE
INNOVATIVE PROGRAMS
BLACK HOLE PROCESS
LOST TRUST
SALESFORCE IN
2011
SALESFORCE IN
ZERO
DATA VISIBILITY
SPREADSHEETS & GOOGLE DOCS GALORE
TIME INTENSIVE
INCONSISTENT DATA
2011
SALESFORCE IN
WE WERE GETTING IT DONE
BUT IT WAS PAINFUL
& UNSUSTAINABLE
LIMITED
WORK LIFE BALANCE
SALESFORCE IN
2011
SALESFORCE IN
THE AUSTRALIA STORY
SALESFORCE IN
2011
SALESFORCE IN
1 PERM AND 1 CONTRACT RECRUITER
LOW VISIBILITY EMPLOYMENT BRAND
POOR CANDIDATE EXPERIENCE CHAOTIC SCRAMBLE FOR CANDIDATES
...
FROM
HYPERGROWTH
TO
UBER-HYPERGROWTH
4
Employees
1999
4,800
Employees
2010
Our budget
OH $%#%^!
WHO CAN
HELP?
NUMBER OF
CUSTOMERS
3,500
Customers
2002
72,500
Customers
2010
SO WHY NOT
MIRROR SALES?
RECRUITING = SALES?
BOTH HAVE INBOUND LEADS
BOTH HAVE PROSPECTING
BOTH HAVE A SALES CYCLE
BOTH HAVE QUOTAS
BOTH HAVE OPERA...
WHAT WE DID
3 THINGS
RE-ORGANIZED TO
MIRROR SALES
1
SALES	
   RECRUITING	
  
PRODUCT	
  	
  
MARKETING	
  
COMPETITIVE	
  	
  
INTELLIGENCE	
  
SALES	
  
COORDINATOR	
  
INBO...
RECRUITING
COORDINATOR
INBOUND
SOURCING
OUTBOUND
SOURCING
RECRUITER
INBOUND
LEAD GEN
OUTBOUND
LEAD GEN
ACCOUNT
EXEC
EXEC
R...
REFRESHED OUR
TECHNOLOGY
2
REFINED OUR ATS TO TRACK KEY METRICS
John	
  
Smith	
  
John	
  
Smith	
  
John	
  
Smith	
  
John	
  
Smith	
  
Taylor	
  Jones	
  
Taylor	
  Jones	
  
A CRM SEEMED OBVIOUS
BUILT A RESEARCH SERVICE
ALL IN WITH LINKEDIN
DATA IS THE
NEW BLACK
3
"If we have data, let's look at data.
If all we have are opinions,
let's go with mine."
-Jim Barksdale, former CEO Netscape
MATCHED SALES REPORTING
LINKEDIN RECRUITING ANALYTICS
WE GOT PROACTIVE
CompetitorNamesHidden
Salesforce Talent Flows (RED = “Departures To” , GREEN = “Arrival From”)
THE RESULTS
>1000
PER QUARTER
GLOBALLY
HIRING CAPACITY
Significant%
GLOBALLY
PRODUCTIVITY
60% LOCALLY
51%
SOURCE OF HIRE
REFERRAL RATE
50% LOCALLY
1/2
OF SALESFORCE
AVERAGE
GLOBALLY
ZERO ATTRITION
LOCALLY
ATTRITION
73%
MORE
ARROGANT
YEAR OVER
YEAR
MIKE’S EGO
BUSINESS CONFIDENCE
MEETING TARGETS
DRIVING STRATEGY
BUILDING TRUST
KEY TAKEAWAYS
BUILD A SALES ORG
(SMBs can combine some functions but the principle of specialists that
mirror sales still ...
Recruiting + Sales = Success: The Salesforce.com Story | Talent Connect Sydney 2014
Recruiting + Sales = Success: The Salesforce.com Story | Talent Connect Sydney 2014
Recruiting + Sales = Success: The Salesforce.com Story | Talent Connect Sydney 2014
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Recruiting + Sales = Success: The Salesforce.com Story | Talent Connect Sydney 2014

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It's no surprise that an organisation renowned for its sales culture and process has built a powerful recruiting team structured and measured like a sales team. From Talent Connect Sydney 2014, Mike Hulse shares Salesforce.com's talent acquisition strategy, tactics, and results.

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Transcript of "Recruiting + Sales = Success: The Salesforce.com Story | Talent Connect Sydney 2014"

  1. 1. RECRUITING + SALES = SUCCESS The Salesforce.com Story Mike Hulse APAC Director of Recruiting
  2. 2. $2B Revenue 2010 GLOBAL REVENUE GROWTH $0B Revenue 1999 $1B Revenue 2009
  3. 3. 4,800 Employees 2010 4 Employees 1999 GLOBAL HEADCOUNT GROWTH
  4. 4. 2011 THE GLOBAL STORY SALESFORCE IN
  5. 5. 250-350 HIRES PER QTR REACTIVE TRADITIONAL SCRAPPY SALESFORCE IN 2011 SALESFORCE IN
  6. 6. 52 RECRUITERS HIGH MIX OF 12-MONTH CONTRACTORS HIGH CHURN MANAGED CAPACITY BY ‘FEEL’ SALESFORCE IN 2011 SALESFORCE IN
  7. 7. 39% REFERRAL RATE INNOVATIVE PROGRAMS BLACK HOLE PROCESS LOST TRUST SALESFORCE IN 2011 SALESFORCE IN
  8. 8. ZERO DATA VISIBILITY SPREADSHEETS & GOOGLE DOCS GALORE TIME INTENSIVE INCONSISTENT DATA 2011 SALESFORCE IN
  9. 9. WE WERE GETTING IT DONE BUT IT WAS PAINFUL & UNSUSTAINABLE LIMITED WORK LIFE BALANCE SALESFORCE IN 2011 SALESFORCE IN
  10. 10. THE AUSTRALIA STORY SALESFORCE IN 2011 SALESFORCE IN
  11. 11. 1 PERM AND 1 CONTRACT RECRUITER LOW VISIBILITY EMPLOYMENT BRAND POOR CANDIDATE EXPERIENCE CHAOTIC SCRAMBLE FOR CANDIDATES HIRING MANAGER DISCONTENT ZERO REPORTING AGENCY FREE- FOR- ALL LINKEDIN AMATEUR HOUR. ZERO RECRUITER LICENCES SUPER FAST GROWTH REQUIRED SALESFORCE IN 2011 SALESFORCE IN
  12. 12. FROM HYPERGROWTH TO UBER-HYPERGROWTH
  13. 13. 4 Employees 1999 4,800 Employees 2010 Our budget OH $%#%^!
  14. 14. WHO CAN HELP?
  15. 15. NUMBER OF CUSTOMERS 3,500 Customers 2002 72,500 Customers 2010
  16. 16. SO WHY NOT MIRROR SALES?
  17. 17. RECRUITING = SALES? BOTH HAVE INBOUND LEADS BOTH HAVE PROSPECTING BOTH HAVE A SALES CYCLE BOTH HAVE QUOTAS BOTH HAVE OPERATIONS BOTH HAVE FORECASTS BOTH NEED CLOSERS BOTH HAVE MARKETING BOTH HAVE COMPETITION
  18. 18. WHAT WE DID 3 THINGS
  19. 19. RE-ORGANIZED TO MIRROR SALES 1
  20. 20. SALES   RECRUITING   PRODUCT     MARKETING   COMPETITIVE     INTELLIGENCE   SALES   COORDINATOR   INBOUND  LEAD     GENERATION   OUTBOUND  LEAD   GENERATION   ACCOUNT   EXECUTIVE   SALES   OPERATIONS   BIG  DEAL     ACCOUNT  EXECUTIVE   CAREERS   MARKETING   RECRUITING     RESEARCH   RECRUITING     COORDINATOR   INBOUND  CANDIDATE   SOURCING   OUTBOUND  CANDIDATE   SOURCING   RECRUITER   RECRUITING   OPERATIONS   EXECUTIVE   RECRUITING   1   2   3   4   5   6   7   8   N   E   W   N   E   W   N   E   W   N   E   W  
  21. 21. RECRUITING COORDINATOR INBOUND SOURCING OUTBOUND SOURCING RECRUITER INBOUND LEAD GEN OUTBOUND LEAD GEN ACCOUNT EXEC EXEC RECRUITER BIG DEAL ACCOUNT EXEC INBOUND OUTBOUND CLOSERS WHALES HIRE HERE SALES   RECRUITING   SALES COORDINATOR OPS INTELLIGENCE MARKETING OPS RESEARCH MARKETING
  22. 22. REFRESHED OUR TECHNOLOGY 2
  23. 23. REFINED OUR ATS TO TRACK KEY METRICS John   Smith   John   Smith   John   Smith   John   Smith  
  24. 24. Taylor  Jones   Taylor  Jones   A CRM SEEMED OBVIOUS
  25. 25. BUILT A RESEARCH SERVICE
  26. 26. ALL IN WITH LINKEDIN
  27. 27. DATA IS THE NEW BLACK 3
  28. 28. "If we have data, let's look at data. If all we have are opinions, let's go with mine." -Jim Barksdale, former CEO Netscape
  29. 29. MATCHED SALES REPORTING
  30. 30. LINKEDIN RECRUITING ANALYTICS
  31. 31. WE GOT PROACTIVE
  32. 32. CompetitorNamesHidden Salesforce Talent Flows (RED = “Departures To” , GREEN = “Arrival From”)
  33. 33. THE RESULTS
  34. 34. >1000 PER QUARTER GLOBALLY HIRING CAPACITY
  35. 35. Significant% GLOBALLY PRODUCTIVITY 60% LOCALLY
  36. 36. 51% SOURCE OF HIRE REFERRAL RATE 50% LOCALLY
  37. 37. 1/2 OF SALESFORCE AVERAGE GLOBALLY ZERO ATTRITION LOCALLY ATTRITION
  38. 38. 73% MORE ARROGANT YEAR OVER YEAR MIKE’S EGO
  39. 39. BUSINESS CONFIDENCE MEETING TARGETS DRIVING STRATEGY BUILDING TRUST
  40. 40. KEY TAKEAWAYS BUILD A SALES ORG (SMBs can combine some functions but the principle of specialists that mirror sales still applies; THINK like a sales organisation) INVEST IN A TECHNOLOGY FOUNDATION (SMBs can use a cloud based ATS and only pay for the functionality you need) ENMBRACE & LEAD WITH DATA (Companies of all sizes can get a lot of the data you need from LinkedIn)
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