2016 staffing industry sales, marketing & recruiting ... · 2 © 2016. all rights reserved...

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© 2016. All rights reserved1.888.696.2900 | www.haleymarketing.com

2016 Staffing IndustrySales, Marketing & Recruiting

Survey Insights

• About the study

• Key findings

• What works (and what doesn’t)

• Recommendations

• Questions

Today’s AGENDA

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About This SURVEY

About This SURVEY

Insights and Takeaways

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PART 1: RECRUITING

Recruiting: THE DATA

• Biggest challenge:

skills gaps

• Inbound & direct

recruiting rank

2nd and 3rd


• Tech recruiting is

tough

• Healthcare is,

surprisingly, not

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• Referrals are

most effective recruiting tool

• LinkedIn

Recruiter valuable for

professional roles

RECRUITINGTAKEAWAYS

Recruiting: TAKEAWAYS

1. Train candidates to close skills gaps

2. Forecast talent supply and demand

3. Review compensation (educate clients!)

4. Request adequate lead time

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5. Improve your website

6. Strengthen search and apply

7. Build a strong employment brand

8. Create a killer referral program

9. Try LinkedIn Recruiter


Bridging the Tech Skills Gap

1. Win talent away

2. Better opportunities

3. Candidate experience

4. Improve retention

PART 2: CANDIDATE INTAKE

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• 15% of sites have no

search features

• 1 in 5 aren’t optimized

for mobile job search

• 1 in 3 aren’t optimized for mobile apply


• 1 in 10 don’t post jobs to

their website!

• Integration, automation

and optimization are key

areas for improvement

CANDIDATE INTAKETAKEAWAYS

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Keep that 40% in your recruiting funnel!

1. Write more compelling postings

2. Simplify/shorten processes

3. Welcome job seekers

4. Create a seamless job search experience

5. Improve conversions

6. Re-recruiting

PART 3: SALES

“Dialing for dollars”?

No way!

Sales: THE DATA

• Call and conversation

quotas vary tremendously

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Sales: THE DATA

• Differences in activity

requirements could be due to business

differences (niche,

prospect pool, services, etc.)

Sales: TAKEAWAYS

Work smarter – not harder!

1. Stop cold-calling

2. Find a “valid business reason” to connect

3. Nurture business relationships to generate 50% more sales leads – at 33% lower cost

Sales: THE DATASALES TARGETING

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• End users are a key starting

point for sales

• More than 1 in 4 start with

HR

Sales: THE DATA

Sales: THE DATA

• Networking and referrals

are king

• Skill marketing also highly

effective

Sales: THE DATA

• Getting

appointments, job orders and

approval status

top the list

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Sales: TAKEAWAYS

Sell more strategically

1. Use marketing to support sales efforts

2. Stop filling orders – focus on solutions

3. Appeal to key decision-makers by educating, adding value, building credibility, nurturing relationships

4. Explain the “WIIFM”

PART 4: MARKETING

Marketing: THE DATA

• Websites rank #1

• SEO, LinkedIn are close 2nd and 3rd

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Marketing: THE DATA

• Good clients know

good potential clients

• Marketing top

candidates via phone

and email also effective

Marketing: TAKEAWAYS

Create a Killer Website

1. Differentiate your firm

2. Keep sales funnel full

3. Attract and convert job seekers

4. Build your brand

5. Build SEO


Marketing Mythbusters

1. PPC is a cost-effective way to boost search results and stay top-of-mind

2. Direct mail is not dead!

3. Effective DM campaigns ≠ postcards

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Marketing: THE DATA

• 4 out of 5 use social

to recruit, build brand

• Social less widely

used on client side of talent equation

• Staying top-of-mind

is a top priority

• Creating awareness

and recruiting are

close 2nd and 3rd

Marketing: THE DATA


Priorities Disconnect

1. Sales: Getting the appointment/job order TOP PRIORITIES

2. Marketing: Sales follow-up/warming sales calls LOWEST PRIORITIES

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TAKE HOME LESSONS

Lesson 1:Don’t be all things to all people.

TAKE HOME LESSONS

Lesson 2:Be different.

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Lesson 3:Integrate sales & marketing.

Lesson 4:Recruit proactively.

Lesson 5:Test and measure KPIs

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Lesson 6:Improve the online experience.

30 pages of insights and lessons!

Any questions?

[email protected]

@haleymarketing

www.facebook.com/HaleyMarketing/

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Coming Next:

Recruiting Top Internal Talent with Robin Mee

Thursday, October 20 at 2 PM EDT

Reserve your seat: www.lunchwithhaley.com

2016 staffing industry sales, marketing & recruiting ... · 2 © 2016. all rights reserved...

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