This document summarizes statistics from a survey of 511 sales professionals and discusses the importance of sales recruiting. The key points are: - In 2011, 49.1% of salespeople planned to change jobs, with the biggest reason being higher compensation. 28.9% did not expect to hit their sales quota that year. - Over half of salespeople should consider a different career, and 20-25% should sell a different product. Candidates have multiple job options. - Sales recruiting is important because sales performance drives company revenue. Even small differences in performance can result in millions in additional or lost compensation. - Hiring underperforming salespeople can cost a company their salary plus additional

1. SALES RECRUITINGSales Solutions Group Breakfast SeriesDecember 1st, 2010

2. Survey conducted with 511 sales professionals in November 2010 – salary range from $35k - $150K+

3. 2011 – 49.1%of sales people plan on changing sales jobs

4. 69.1% - biggest reason for making a career change is $$$

5. 2ndbiggest reason for a career change

6. 28.9% of sales people say they will not hit quota this year

7. Search strategies used to search a new sales career…

8. Recruiting Trends

10. 55% of the people earning their living in sales should be doing something else.Ref: Herb Greenberg, Harold Weinstein and Patrick Sweeney - "How to Hire and Develop Your Next Top Performer".

11. Another 20% to 25% have what it takes to sell, but they should be selling something elseRef: Herb Greenberg, Harold Weinstein and Patrick Sweeney - "How to Hire and Develop Your Next Top Performer".

12. Candidates have choices

13. Cool Places to Work

14. Social Media – not a fad

15. Mobile Recruiting???

16. Mobile Recruiting???Here are the latest stats on mobile usage:4 billion worldwide mobile subscribers (vs. 1 billion PC’s).3.4 billion actual mobile phones are in use and connected (vs. 1.2 billion fixed landlines).3 billion users of SMS text messaging (vs. 1.3 billion eMail users, and 600 million IM users).1.7 billion consumers of various premium data services on mobile.1.35 billion users of MMS 1.05 active users of browsing (“mobile internet”) on the phones.The total content industry on mobile is worth 71 billion dollars.Messaging on mobile worth 130 billion.Total data on phones worth 200 billion.Total mobile services, voice and data, worth 800 billion and the total annual revenues of the mobile industry including handset and network equipment sales, worth one Trillion dollars.Selling 1.18 billion new phones and adding 650 million new subscrptions last year, when the rest of the economy is in a downward spiral, mobile telecoms is a strong vibrant and healthy industry.Source: TomiAhonen, 7thMassMedia.com

17. Why is Sales Recruiting Important?

18. Sales Drives the Engine!

19. Performance Difference “Hire Eagles”Performance Difference = Usain Bolt signs a $32 Million deal with Puma2nd Place endorsement deals = $0.34 Sec performance difference2008 Olympic men's 100 meters 1. Usain Bolt, JAM, 9.69 2. Richard Thompson, TRI, 9.89 3. Walter Dix, USA, 9.91 4. Churandy Martina, AHO, 9.93 5. Asafa Powell, JAM, 9.95 6. Michael Frater, JAM, 9.97 7. Marc Burns, TRI, 10.01 8. Darvis Patton, USA, 10.03

20. Performance Difference ImpactI.E. – ERP Software Solution TeamRep Quota = $1.5m Team Quota = $12mPerformance Difference:Your missed your number!

21. It cost you $1,050,000 in “Performance Difference”!What Can You Do?

22. Build A Recruiting System

23. Profile for EaglesWho you hire makes your brand (avoid mistakes)

24. Build a Desired Sales Culture

25. What is the cost of a bad hire?Base SalaryTotal compensationRecruiter FeesAdvertising FeesTerritory VacancyTraining “Lost opportunities” Customer SatisfactionError RatesCompetitive disadvantageNegative impact on other sales peopleTotal HR CostsEstimated “cost” 1-5 times salary = $50k-$500k!!!