glassdoor survey: how to recruit sales professionals
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Confidential and Proprietary © Glassdoor, Inc. 2008-2014
Glassdoor Survey:
How to Recruit Sales Professionals A Strategic Guide for Talent Acquisition Professionals 20
14
#Glassdoor
Confidential and Proprietary © Glassdoor, Inc. 2008-2014
Featured Speakers
Molly McKinstry
@LilMissMol
Manager, New Business
Acquisition & Sales
Jesper Bendtsen
@JesperBendtsen1
Vice President, Global Head
of Sales Recruiting
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Agenda
• Current Climate of Sales
Recruiting
• Where Sales Professionals
Find Jobs
• Recruitment Best Practices
• Retention & Compensation
Insights
• Salesforce.com Case Study
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Survey Overview
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Sales Professionals
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Timing
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Sales is one of the Top 5 most searched
categories on Glassdoor
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Where Are They Learning About Job Opportunities?
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Social Media Outreach
of sales professionals find social
media outreach an effective way to
learn about new job opportunities
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Meetups
of sales professionals
appreciate meetups at the
company hiring
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Building Event Awareness
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Recruitment Tactics
That Work
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Attributes of Recruiters That Sales Professionals Value Most
Transparency Proactive
Recruiting
Knowledge
About Sales
1 2 3
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1. Transparency
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What Sales Professionals Are Saying…
value when a recruiter is transparent about the pros and cons
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Embellish the
job or the
opportunities for
the position
Mention up front
benefits of
switching from
current company
How To Become More Transparent
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2. Proactive Recruiting
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What Sales Professionals Are Saying…
of sales professionals want
recruiters that work as hard for
them as they do for employers
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How To Become A Proactive Recruiter
Understand the
impact of corporate
culture has on
whether or not we are
willing to jump ship
Pester me to
call you and
then disappear
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3. Recruiters That Know Sales
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What Sales Professionals Are Saying…
want recruiters with a strong
understanding of the sales profession
of sales professionals want recruiters to
be knowledgeable about their experiences
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How To Become More Engaged
Focus only on
my age, focus on
my experience Learn more
about the role
beyond the job
description
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Retention &
Compensation
Insights
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Top Reasons Sales Professionals Would Leave Their Jobs
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Important Elements of the Compensation Plan
Base Salary
Commission
Healthcare/
Medical Benefits
Company Perks
Bonuses
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Different Age Groups with Different Priorities
Company Perks
Priority for 81% of 18-24 year olds, compared to:
• 55% for 25-34 year olds
• 37% for 35-44 year olds
• 30% for 45-54 year olds
• 24% for 55+ year olds
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Different Age Groups with Different Priorities
Commission
69% for 55+ years old
32% for 18-24 year olds
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Different Age Groups with Different Priorities
Healthcare and Medical Benefits
62% for 55+ years old
44% for 18-24 year olds
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More Money Isn’t The Only Motivator
Are likely to accept less money to work at a company with a great culture
Of those surveyed said they would accept less money to work at a company selling something compelling
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Referral Programs
Check that current employees would
recommend your company
86% said they are more likely to apply to a company that a
friend recommends
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Salesforce.com
Case Study
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Know Your Position
in the Market
Build a Sales Organization
Know Your Target Profile
Key Elements
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Know Your Position in the Market
PR
Events Advertising CRM
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#1 CRM #1 CRM Salesforce is the World’s
#1 CRM - Gartner
#1 CRM
#1 World’s #1 CRM
According to Gartner of the world’s
top 10 enterprise
software companies
33% Y-o-Y
FASTEST
GROWING
MOST
INNOVATIVE Company in the World
according to Forbes
3 years in a row
2011, 2012, 2013
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Compensation and Opportunity for Growth
of sales professionals said they
would leave their job because
of career growth opportunities
of sales professionals would
leave their job for salary and
compensation reasons
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Recruiter Onboarding & Certification
I GOT 99 PROBLEMS,
BUT A PITCH AIN’T ONE SALESFORCE.COM
BRAND
NEW
RECRUITER
SECRET
HANDBOOK
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Support
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New Hire Ramp
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Know Your Target Profiles
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What
cities?
What
companies? What
resonates?
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Create and Manage Your Social Profile on the Web
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Promote What Makes You…You!
Celebrate your wins and make every
employee a social ambassador
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Hiring into Hubs
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Maximize Your Employee Referral Program
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Build a Diverse Workforce
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Build a Sales Organization
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PRODUCT MARKETING
SALES OPERATIONS
COMPETITIVE INTEL
SALES COORDINATOR
INBOUND LEAD GEN
OUTBOUND LEAD GEN
ACCOUNT EXECUTIVE
HEAVY HITTER
CAREERS MARKETING
RECRUITING OPERATIONS
RECRUITING RESEARCH
RECRUITING COORDINATOR
INBOUND SOURCER
OUTBOUND SOURCER
RECRUITER
EXECUTIVE RECRUITER
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Match Capacity with Demand
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Total Transparency
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Manage and Prioritize Leads
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Employee Referrals
Active Applicants
Direct Sourced
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Build a Great Workplace and Team
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Resources Included:
• Email from:
• “How to Recruit Sales”
Guide
• Link to sign up for your
Free Employer Account
• Webinar Recording
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