SlideShare a Scribd company logo
1 of 65
Download to read offline
THE
SALES
DEVELOPMENT
PLAYBOOK
PART 3 - RECRUITING
KEY TAKEAWAYS
From:
wheredatapp.com
PART 3
Recruiting
wheredatapp.com
HIRE WITH URGENCY
sales development:
a field with high demand and
not enough supply
Need to out-hire
your competitors
wheredatapp.com
Make recruiting a
TOP 3 priority
wheredatapp.com
3 REASONS to
hire groups
of two or more:
wheredatapp.com
simplified on-boarding
wheredatapp.com
1
better efficiency
wheredatapp.com
2
better bonding
between new hires
wheredatapp.com
3
FIND QUALIFIED
CANDIDATES
wheredatapp.com
Have a solid
candidate profile
a standard against which to
measure candidates
wheredatapp.com
4 candidate profiles
to keep in mind:
recent grads
experienced SKRs
military to civilian transitions
job shifters
wheredatapp.com
3 CHARACTERISTICS
of the best candidates
wheredatapp.com
PASSION
“perseverance and grit
over the long term”
wheredatapp.com
1
COMPETITIVENESS
look for those who want to
win, but not at the expense of
their teammates
wheredatapp.com
2
CURIOUSNESS
“curious people ask the
best questions”
wheredatapp.com
3
WRITE JOB
DESCRIPTIONS,
NOT SLEEP
PRESCRIPTIONS
wheredatapp.com
The description
should sell the job,
not the duties
Think of it as a
“role elevator pitch”
wheredatapp.com
Impression to give:
“this is the place to
advance my career”
wheredatapp.com
wheredatapp.com
Don’t present a
laundry list of duties;
show candidates how
they will learn and
grow in the position
wheredatapp.com
DO: DON’T:
Describe what
they’ll be doing
everyday
Demonstrate
why to work
here
speak to their aspirations
wheredatapp.com
market towards your
target demographic
COMPENSATE AT
MARKET RATE
wheredatapp.com
Pay competitive wages
and offer attractive
compensation
packages
wheredatapp.com
5 VARIABLES that
affect compensation
wheredatapp.com
REGION 

(northeast, midwest, etc.)
wheredatapp.com
1
REQUIRED SALES
EXPERIENCE
(none, one year, etc.)
wheredatapp.com
2
MODEL
(introductory meetings vs.
qualified opportunities)
wheredatapp.com
3
AVERAGE
SALES PRICE
(<$10k, $50k+, etc.)
wheredatapp.com
4
TYPE OF PRODUCT
(software, service, etc.)
wheredatapp.com
5
Know the market
compensation for
your region
wheredatapp.com
FAST, MOBILE
SALESFORCE ACCESS
WhereDatApp.com/salesforce
ATTRACTIVE
COMPENSATION
PLANS
wheredatapp.com
Great compensation
plans have 3 THINGS
in common:
wheredatapp.com
1. CLARITY
core plans should have no
more than 2 moving parts
wheredatapp.com
2. PAYMENT CLOSELY
FOLLOWS ACTION
don’t wait 2-3 quarters to give
out payments
wheredatapp.com
3. REPS CONTROL
THEIR OWN DESTINIES
don’t award or penalize reps for
things outside their control
wheredatapp.com
2 general rules:
Base plan should be 60-70%
of total compensation
Pay incentive compensations monthly;
don’t make them wait for payday
wheredatapp.com
SOURCE
CANDIDATES
EFFECTIVELY
wheredatapp.com
wheredatapp.com
2 broad buckets
of candidates:
GREEN
CANDIDATES
EXPERIENCED
SDRs
GREEN CANDIDATES
no prior experience
• spend time marketing
the position to them
wheredatapp.com
wheredatapp.com
Potential Sources:
VETERAN GROUPS
UNIVERSITIES
wheredatapp.com
Use inbound marketing
on job boards:
‘RECENT GRADS’
‘FOR VETERANS,’
‘ENTRY LEVEL’
EXPERIENCED SDRs
make them understand you’re
the best path towards
THEIR end game
wheredatapp.com
Pursue passive
candidates who are
currently employed /
not actively looking
wheredatapp.com
2 COMPONENTS
to “activating” passive
candidates:
wheredatapp.com
1. THE MESSENGER
have the CEO, SVP of sales or
senior hiring manager message
them directly, not a recruiter
wheredatapp.com
2. THE ASK
Don’t ask for their resume
Only sell the next step:
a 5 minute phone conversation or
a reply to the e-mail
wheredatapp.com
3 TACTICS
for sourcing passive
candidates:
wheredatapp.com
LinkedIn + Messenger + Ask
subject: why should they listen?
message: why should they care?
Ask for a one line reply or a
5 minute phone call
wheredatapp.com
1
PROMPT
EMPLOYEE REFERRALS
best source for candidates
wheredatapp.com
2
SET A NETWORK QUOTA
set realistic and measurable goals
for example: 1 phone interview
every day, or 1 face-to-face
interview every week
wheredatapp.com
3
LIKE A PRO
wheredatapp.com
Make sure Glassdoor
reviews are helping your
company, not hurting it
wheredatapp.com
Claim your
Glassdoor profile
SPICE IT UP:
add pictures, videos, awards,
culture information, etc.
wheredatapp.com
Rating and review goals:
aim for 3.7 out of 5 stars and 80%
“recommend to a friend”
and “approve of CEO”
wheredatapp.com
TREAT HIRING LIKE
A SALES PROCESS
wheredatapp.com
6 STEP
FRAMEWORK:
wheredatapp.com
1. APPLICATION + SURVEY
attach a brief 5 minute web
survey to the application to
help determine "fit"
wheredatapp.com
2. PHONE SCREEN
screen for red flags—don’t
evaluate skills
wheredatapp.com
3. PHONE INTERVIEW
keep it 20 minutes or less
great candidates will
come prepared
wheredatapp.com
4. ON-SITE INTERVIEW
ask behavioral questions
make the sure candidate "closes"
at the end of the interview.
wheredatapp.com
5. SDR SHADOW
Let them see the position
firsthand and ask candid questions
wheredatapp.com
6. OFFER
Aim for 10 business days from
application to offer
If you claim to be a fast-paced,
agile culture, then prove it with
your hiring process
wheredatapp.com
ENABLE YOUR FIELD REP
AND DIRECTOR TO CALL
THE SAME FORECAST
(NO EXCEL REQUIRED)
WhereDatApp.com/salesforce

More Related Content

Viewers also liked

Digital customer onboarding
Digital customer onboardingDigital customer onboarding
Digital customer onboardingAmanda de Jong
 
Borrador del guion del hangout final
Borrador del guion del hangout  finalBorrador del guion del hangout  final
Borrador del guion del hangout finalMabel Valera, Msc
 
Presentación: Alexis Haiquel - 2ºJorada Intensiva de Comercio Electrónico par...
Presentación: Alexis Haiquel - 2ºJorada Intensiva de Comercio Electrónico par...Presentación: Alexis Haiquel - 2ºJorada Intensiva de Comercio Electrónico par...
Presentación: Alexis Haiquel - 2ºJorada Intensiva de Comercio Electrónico par...eCommerce Institute
 
ROLL UP-AIRPLANET
ROLL UP-AIRPLANETROLL UP-AIRPLANET
ROLL UP-AIRPLANETmjosebarxas
 
Profesorados y Traductorado de Portugués
Profesorados y Traductorado de PortuguésProfesorados y Traductorado de Portugués
Profesorados y Traductorado de PortuguésIgnacio Spina
 
He137 09 funny_products
He137 09 funny_productsHe137 09 funny_products
He137 09 funny_productsMajorick
 
Premios investigar en ciencias (zalamea 2012 13)
Premios investigar en ciencias (zalamea 2012 13)Premios investigar en ciencias (zalamea 2012 13)
Premios investigar en ciencias (zalamea 2012 13)IES Antonio de Nebrija
 
Informe de práctico nº 3
Informe de práctico nº 3Informe de práctico nº 3
Informe de práctico nº 3luciamarti94
 
Gewinnspielregeln deezer at
Gewinnspielregeln deezer atGewinnspielregeln deezer at
Gewinnspielregeln deezer atDeezerDE
 
Zyncro zyncro apps & ui customization feb 2013
Zyncro zyncro apps & ui customization feb 2013Zyncro zyncro apps & ui customization feb 2013
Zyncro zyncro apps & ui customization feb 2013Zyncro
 

Viewers also liked (16)

Digital customer onboarding
Digital customer onboardingDigital customer onboarding
Digital customer onboarding
 
Borrador del guion del hangout final
Borrador del guion del hangout  finalBorrador del guion del hangout  final
Borrador del guion del hangout final
 
Presentación: Alexis Haiquel - 2ºJorada Intensiva de Comercio Electrónico par...
Presentación: Alexis Haiquel - 2ºJorada Intensiva de Comercio Electrónico par...Presentación: Alexis Haiquel - 2ºJorada Intensiva de Comercio Electrónico par...
Presentación: Alexis Haiquel - 2ºJorada Intensiva de Comercio Electrónico par...
 
ROLL UP-AIRPLANET
ROLL UP-AIRPLANETROLL UP-AIRPLANET
ROLL UP-AIRPLANET
 
Profesorados y Traductorado de Portugués
Profesorados y Traductorado de PortuguésProfesorados y Traductorado de Portugués
Profesorados y Traductorado de Portugués
 
He137 09 funny_products
He137 09 funny_productsHe137 09 funny_products
He137 09 funny_products
 
Premios investigar en ciencias (zalamea 2012 13)
Premios investigar en ciencias (zalamea 2012 13)Premios investigar en ciencias (zalamea 2012 13)
Premios investigar en ciencias (zalamea 2012 13)
 
Informe de práctico nº 3
Informe de práctico nº 3Informe de práctico nº 3
Informe de práctico nº 3
 
Gewinnspielregeln deezer at
Gewinnspielregeln deezer atGewinnspielregeln deezer at
Gewinnspielregeln deezer at
 
Elango icoe-2009
Elango icoe-2009Elango icoe-2009
Elango icoe-2009
 
Zyncro zyncro apps & ui customization feb 2013
Zyncro zyncro apps & ui customization feb 2013Zyncro zyncro apps & ui customization feb 2013
Zyncro zyncro apps & ui customization feb 2013
 
Bocyl d-02012012-1
Bocyl d-02012012-1Bocyl d-02012012-1
Bocyl d-02012012-1
 
Cl powertransformer
Cl powertransformerCl powertransformer
Cl powertransformer
 
Guerrilla
GuerrillaGuerrilla
Guerrilla
 
Proyecto educativo comunitario en la zona z agape 2010
Proyecto educativo comunitario en la zona z agape 2010Proyecto educativo comunitario en la zona z agape 2010
Proyecto educativo comunitario en la zona z agape 2010
 
228 Galicia
228 Galicia228 Galicia
228 Galicia
 

Key Takeaways from the Sales Development Playbook, part 3 - recruiting