Sales hiring accelerator webinar 9.12.13


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Sales hiring accelerator webinar 9.12.13

  1. 1. Sales Hiring Accelerator: LinkedIn’s solution for short-term, business-specific hiring needs Talent Solutions 1
  2. 2. Introduction Joe Fernandez, Enterprise Sales Manager, Relationship Management Teddy Chestnut Sr. Relationship Manager Katie Peck Solutions Consultant Talent Solutions 2
  3. 3. The Challenge Talent Solutions 3
  4. 4. We plan for the year and make a set of investments accordingly… Requisition Load . TALENT ACQUISITION CORE Time Talent Solutions 4
  5. 5. …But ebbs and flows in hiring can strain core resources Aging requisitions lead to urgency, reactivity, and high costs URGENCY & HIGH COST Requisition load surges Requisition Load . TALENT ACQUISITION CORE Time Talent Solutions 5
  6. 6. Business costs are escalating as vacancies remain unfilled What is the impact to your business? 90 60 BUSINESS COST 30 STATE OF URGENCY • Revenue loss accelerates. • Highest contingency cost. • Difficult to correct trend. • Perpetuates reactivity. AVERAGE DAYS VACANT Talent Solutions 6
  7. 7. Why LinkedIn? Talent Solutions 7
  8. 8. 80% of professionals today are passive candidates 238m+ Members worldwide 20% Active 80% Passive Active Candidates Passive Candidates Work on their job search Work on doing their jobs better - Search job boards - Seek out many opportunities - Develop networks - Only listen to the right opportunities Talent Solutions ©2013 LinkedIn Corporation. All Rights Reserved. 8 8
  9. 9. LinkedIn drives higher-quality, better-fit candidates New hires sourced through LinkedIn are up to 40% less likely to leave within the first six months JOBS YOU MAYBE INTERESTED IN Account Executive Acme Co. Megan Jain Megan Jain Your company Your company New Hire Good fit Megan Jain Your company XYZ co Early departure May July January Viewed a job on LinkedIn Joined Your company Still there after 6 months? Talent Solutions 9 9
  10. 10. Market Analysis: Technical Salespeople Talent Pool HIGH DEMAND MARKET Fierce competition Highly passive candidates Low conversion to hire Difficult to differentiate HIDDEN GEM MARKET Low brand recognition Relocation costs Lower acquisition costs Less competition Easier to differentiate Talent Solutions 10
  11. 11. Solution = Sales Hiring Accelerator Talent Solutions 11
  12. 12. 90-Day Sales Hiring Accelerator • What is it? • A program designed to drive results for critical and business-specific hiring pockets and accelerate your ability to bring in top professionals faster. • Target Candidates By: • Geography • Industry • Job Function • Seniority • Current and Previous Companies • Groups • Years of Experience • Schools Attended • Degree Type • Skills Talent Solutions 12
  13. 13. How the Sales Hiring Accelerator Works Recommended Accelerator Reach: 5,000 Targeted Candidates 5% Calls-ToAction Relevant Jobs Personalized Engagement Estimated Engagement Rate Repeat Accelerator until hiring and pipelining goals are met. ~250 Engaged Candidates Applicants Talent Solutions Pipeline Followers 13
  14. 14. Recommended 90 Day Sales Hiring Accelerator Drive Applicants • Sales Sponsored Jobs and ‘Picture Yourself’ Recruitment Ads to drive relevant applicants. Fill open positions now. Drive Pipeline • Sales InMail Campaign with a call to action to build immediate pipeline without direct sourcing. Drive Action • Sales Career Page. Targeted content that drives your candidate to act. Apply/Pipeline/Follow Talent Solutions 14
  15. 15. Drive Applicants - Sponsored Jobs Boost your job views and applications by showing them to more members more frequently • Pay directly for results • You control how often your job appears here Megan Jain Account Executive JOBS YOU MAY BE INTERESTED IN Account Executive Sponsored XYZ co - Minneapolis, MN x ACME Company Account Executive x Commona – Palo Alto, CA Sr. Account Executive x Crosswise Group – Palo Alto, CA Key Account Manager x Tyler Corp. – Palo Alto, CA Feedback I See more » Talent Solutions 15
  16. 16. Drive Applicants - Targeted Ads Reach your ideal candidates across LinkedIn  Warm up passive candidates  Be ‘top-of-mind’  Increase awareness of hiring at your company and your employment brand  Increase likelihood to respond  Display Banner: build brand awareness, driver traffic, and stay top of mind  Picture Yourself: drive traffic, followers, and job views Talent Solutions 16
  17. 17. Drive Pipeline: Talent Direct – Personalized Outreach XyZco is Hiring! Hello Kyle, XyZco is growing and hiring top Sales talent in the software industry. Our business is thriving and we are excited to bring on some of the best in the business to join our team. We realize that in order to sustain our growth we need to invest in hiring the best people to our organization. Would you be interested in discussing how you could join a fast-growing company, play an essential part in helping drive this radical shift, and giving your career a tremendous boost in the process? We are looking for an Account Executive who loves winning, innovating, and having a lasting impact on the world. Now is a great time to join our company to have a hand in shaping how we do business! Want to learn more or know someone else who may be interested? Click on the button below and we’ll be in touch! 300x600 Banner OR Video Talent Solutions “ I’m Interested” Button Once clicked, user’s info goes directly to your team 17
  18. 18. Drive Action - Dynamic LinkedIn Career Page Engage members with personalized content Companies Home | XYZ co • • • • Personalized jobs Sales headline Sales specific video Employee testimonials from sales people XYZ co Careers 2285 followers Join the sales team that is transforming the future. Our sales people are passionate about what they do and making our customers happy. Jobs at XYZ co Ariel Hsiao Marketing Manager Emily Meinhardt Account Executive Account Executive Strategic Account Executive Todd Logan VP of Finance Hillary Carroll Manager of Operations Senior Account Executive Sales Manager Senior Manager ABOUT Sales at XYZ co Megan Jain Account Executive Your ideal passive candidate Talent Solutions Watch the video for a peek into the fast-paced world at our headquarters. Every day, our employees are working on exciting projects that make a real difference for our customers. Director of Sales Director of Sales – Central Region Plus, we’re really excited to show off our newly remodeled office space! Check out the links below for more about us: Our Career Site ► Amazon 18
  19. 19. Drive Action – Sales Career Page Sales-Focused Example: LinkedIn Career Page Examples Talent Solutions 19
  20. 20. Megan is hired! The Sales Hiring Accelerator exposed Megan to your brand, generated her interest with engaging content, drove her to apply through targeted job outreach, and led to a great fit with your company. Targeted advertising Sponsored Jobs and Talent Direct Megan Jain Account Executive XYZ Co Good fit Targeted LinkedIn Career Page Today Megan: passive candidate at Acme Co. Talent Solutions Hiring Accelerator 90 days Megan is hired! Applicants, Pipeline, Action 20 20
  21. 21. Quantifiable Success Metrics • • • • Candidate Results: Total Job Views Total Job Applicants Total Candidate Flow into Recruiter (pipeline) • • • • Brand-Driven Results: Company and Career Page Views Talent Brand Awareness Followers Talent Solutions 21
  22. 22. Talent Solutions 22