Confidential and Proprietary © Glassdoor, Inc. 2008-2014
Glassdoor Survey:
How to Recruit Sales Professionals
A Strategic ...
Confidential and Proprietary © Glassdoor, Inc. 2008-2014
Featured Speakers
Molly McKinstry
@LilMissMol
Manager, New Busine...
Confidential and Proprietary © Glassdoor, Inc. 2008-2014
#Glassdoor
Agenda
• Current Climate of Sales
Recruiting
• Where S...
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
#...
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 ou...
Confidential and Proprietary © Glassdoor, Inc. 2008-2014
Meetups
of sales professionals
appreciate meetups at the
company ...
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
Tran...
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
tr...
Confidential and Proprietary © Glassdoor, Inc. 2008-2014
Embellish the
job or the
opportunities for
the position
Mention u...
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
...
Confidential and Proprietary © Glassdoor, Inc. 2008-2014
How To Become A Proactive Recruiter
Understand the
impact of corp...
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 stron...
Confidential and Proprietary © Glassdoor, Inc. 2008-2014
How To Become More Engaged
Focus only on
my age, focus on
my expe...
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
Commissio...
Confidential and Proprietary © Glassdoor, Inc. 2008-2014
Different Age Groups with Different Priorities
Company Perks
Prio...
Confidential and Proprietary © Glassdoor, Inc. 2008-2014
Different Age Groups with Different Priorities
Commission
69% for...
Confidential and Proprietary © Glassdoor, Inc. 2008-2014
Different Age Groups with Different Priorities
Healthcare and Med...
Confidential and Proprietary © Glassdoor, Inc. 2008-2014
More Money Isn’t The Only Motivator
Are likely to accept less
mon...
Confidential and Proprietary © Glassdoor, Inc. 2008-2014
#Glassdoor
Referral Programs
Check that current
employees would
r...
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 ...
Confidential and Proprietary © Glassdoor, Inc. 2008-2014
Know Your Position
in the Market
#Glassdoor
#1
World’s #1 CRM
Acc...
Confidential and Proprietary © Glassdoor, Inc. 2008-2014
Compensation and Opportunity for Growth
of sales professionals sa...
Confidential and Proprietary © Glassdoor, Inc. 2008-2014
Recruiter Onboarding & Certification
I GOT 99 PROBLEMS,
BUT A PIT...
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?...
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
em...
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 OPE...
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 ...
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 ...
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Glassdoor Survey: How to Recruit Sales Professionals

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Glassdoor Survey: How to Recruit Sales Professionals

  1. 1. Confidential and Proprietary © Glassdoor, Inc. 2008-2014 Glassdoor Survey: How to Recruit Sales Professionals A Strategic Guide for Talent Acquisition Professionals 2014 #Glassdoor
  2. 2. 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
  3. 3. 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
  4. 4. Confidential and Proprietary © Glassdoor, Inc. 2008-2014 Survey Overview #Glassdoor
  5. 5. Confidential and Proprietary © Glassdoor, Inc. 2008-2014 Sales Professionals #Glassdoor
  6. 6. Confidential and Proprietary © Glassdoor, Inc. 2008-2014 Timing #Glassdoor
  7. 7. Confidential and Proprietary © Glassdoor, Inc. 2008-2014 Sales is one of the Top 5 most searched categories on Glassdoor #Glassdoor
  8. 8. Confidential and Proprietary © Glassdoor, Inc. 2008-2014 Where Are They Learning About Job Opportunities?
  9. 9. 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
  10. 10. Confidential and Proprietary © Glassdoor, Inc. 2008-2014 Meetups of sales professionals appreciate meetups at the company hiring #Glassdoor
  11. 11. Confidential and Proprietary © Glassdoor, Inc. 2008-2014 Building Event Awareness #Glassdoor
  12. 12. Confidential and Proprietary © Glassdoor, Inc. 2008-2014 Recruitment Tactics That Work #Glassdoor
  13. 13. 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
  14. 14. Confidential and Proprietary © Glassdoor, Inc. 2008-2014 1. Transparency #Glassdoor
  15. 15. Confidential and Proprietary © Glassdoor, Inc. 2008-2014 What Sales Professionals Are Saying… value when a recruiter is transparent about the pros and cons #Glassdoor
  16. 16. 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
  17. 17. Confidential and Proprietary © Glassdoor, Inc. 2008-2014 2. Proactive Recruiting #Glassdoor
  18. 18. 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
  19. 19. 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
  20. 20. Confidential and Proprietary © Glassdoor, Inc. 2008-2014 3. Recruiters That Know Sales #Glassdoor
  21. 21. 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
  22. 22. 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
  23. 23. Confidential and Proprietary © Glassdoor, Inc. 2008-2014 Retention & Compensation Insights #Glassdoor
  24. 24. Confidential and Proprietary © Glassdoor, Inc. 2008-2014 Top Reasons Sales Professionals Would Leave Their Jobs #Glassdoor
  25. 25. Confidential and Proprietary © Glassdoor, Inc. 2008-2014 Important Elements of the Compensation Plan Base Salary Commission Healthcare/ Medical Benefits Company Perks Bonuses #Glassdoor
  26. 26. 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
  27. 27. 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
  28. 28. 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
  29. 29. 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
  30. 30. 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
  31. 31. Confidential and Proprietary © Glassdoor, Inc. 2008-2014 Salesforce.com Case Study #Glassdoor
  32. 32. Confidential and Proprietary © Glassdoor, Inc. 2008-2014 Know Your Position in the Market Build a Sales Organization Know Your Target Profile Key Elements #Glassdoor
  33. 33. 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
  34. 34. 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
  35. 35. 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
  36. 36. Confidential and Proprietary © Glassdoor, Inc. 2008-2014 Support #Glassdoor
  37. 37. Confidential and Proprietary © Glassdoor, Inc. 2008-2014 New Hire Ramp #Glassdoor
  38. 38. Confidential and Proprietary © Glassdoor, Inc. 2008-2014 Know Your Target Profiles #Glassdoor What cities? What companies? What resonates?
  39. 39. Confidential and Proprietary © Glassdoor, Inc. 2008-2014 Create and Manage Your Social Profile on the Web #Glassdoor
  40. 40. Confidential and Proprietary © Glassdoor, Inc. 2008-2014 Promote What Makes You…You! Celebrate your wins and make every employee a social ambassador #Glassdoor
  41. 41. Confidential and Proprietary © Glassdoor, Inc. 2008-2014 Hiring into Hubs #Glassdoor
  42. 42. Confidential and Proprietary © Glassdoor, Inc. 2008-2014 Maximize Your Employee Referral Program #Glassdoor
  43. 43. Confidential and Proprietary © Glassdoor, Inc. 2008-2014 Build a Diverse Workforce #Glassdoor
  44. 44. 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
  45. 45. Confidential and Proprietary © Glassdoor, Inc. 2008-2014 Match Capacity with Demand #Glassdoor
  46. 46. Confidential and Proprietary © Glassdoor, Inc. 2008-2014 #Glassdoor Total Transparency
  47. 47. Confidential and Proprietary © Glassdoor, Inc. 2008-2014 Manage and Prioritize Leads #Glassdoor Employee Referrals Active Applicants Direct Sourced
  48. 48. Confidential and Proprietary © Glassdoor, Inc. 2008-2014 Build a Great Workplace and Team #Glassdoor
  49. 49. 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

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