Hiring Business Director Guide

HIRING A NEW
BUSINESS DIRECTOR
FOR YOUR AGENCY
WHAT YOU NEED TO KNOW
Learn about who,
when, and how to hire
for maximum ROI and
retention

www.DuvalPartnership.com | © Duval Partnership 2016. All Rights Reserved. 2
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2016 study of 782 agency leaders, mostly (66%) from smaller agencies (10 or fewer employees).

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Is your agency set up for
new business success? In Hubspot's
Agency Pricing and Financial Report,
less than half (46%) of agency leaders
surveyed indicated they were either
“satisfied” or “very satisfied” with their
agency’s positioning. 43% of them
have not developed a strong
positioning statement.

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TIP: Don’t neglect cultural fit. Culture
is so important that some agencies
look for cultural fit before anything
else. What is your agency’s culture,
and how does it apply to hires that
may not be in creative roles? What
qualities and values should someone
have to mesh well with your culture?

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TIP: Avoid using a descending sliding scale for commission percentage (i.e., 6% for
closing up to $300,000 in new business; 5% for closing between $300,000-
$500,000; 4% for closing over $500,000). Though some organizations use such a
scale, it will likely de-motivate your salespeople. Your compensation plan should
incentivize the behavior you want, not work against it.

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The Dice-DFH Vacancy Duration Measure found employers take 25-58 working days to fill positions, or 5-12
weeks.

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John Heenan’s survey of over 150 marketers.

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On Hubspot’s Agency Post.
5
This was a figure used previously by John Heenan as an average for small to mid-size agencies
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According to CSO Insights (pdf).
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As in this Act-On case study.
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Mirren/RSW-US.

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See “4 Reasons Why Your New Business Exec Is About to Quit” by Brian Moseley on the Hubspot Agency Post.
10
Dr. Brad Smart of Topgrading has done studies pegging the average cost of a sales mis-hire at as much as six
times their base salary; others have said its closer to 3-4 times base salary.
11
Total costs for salary, employment tax, benefits are roughly 1.24-4x base salary, per Joe Hadzima, MIT. (So for
$75-150K salary, the cost of benefits might be $22-45K).

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Farmer icon, page 7: © majivecka / 123RF Stock Photo
Scale icon, page 11, © olegdudko / 123RF Stock Photo
Puzzle piece, page 13, © anaken2012 / 123RF Stock Photo
Hiring, page 17, © faithie / 123RF Stock Photo
Rolodex, page 20, © homestudio / 123RF Stock Photo
Calculator, page 29, © captainvector / 123RF Stock Photo

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Hiring Business Director Guide

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