RECRUITING + SALES = SUCCESS The Salesforce.com Story

Mike Hulse APAC Director of Recruiting

$2B Revenue

2010

GLOBAL REVENUE GROWTH

$0B Revenue

1999

$1B Revenue

2009

4,800 Employees

2010

4 Employees

1999

GLOBAL HEADCOUNT GROWTH

2011 THE GLOBAL STORY

SALESFORCE IN

250-350 HIRES PER QTR

REACTIVE TRADITIONAL

SCRAPPY

SALESFORCE IN

2011 SALESFORCE IN

52 RECRUITERS

HIGH MIX OF 12-MONTH CONTRACTORS

HIGH CHURN

MANAGED CAPACITY BY ‘FEEL’

SALESFORCE IN

2011 SALESFORCE IN

39% REFERRAL RATE

INNOVATIVE PROGRAMS BLACK HOLE PROCESS

LOST TRUST

SALESFORCE IN

2011 SALESFORCE IN

ZERO DATA VISIBILITY

SPREADSHEETS & GOOGLE DOCS GALORE

TIME INTENSIVE

INCONSISTENT DATA

2011 SALESFORCE IN

WE WERE GETTING IT DONE BUT IT WAS PAINFUL & UNSUSTAINABLE

LIMITED WORK LIFE BALANCE

SALESFORCE IN

2011 SALESFORCE IN

THE AUSTRALIA STORY

SALESFORCE IN

2011 SALESFORCE IN

1 PERM AND 1 CONTRACT RECRUITER

LOW VISIBILITY EMPLOYMENT BRAND

150 EMPLOYEES

POOR CANDIDATE EXPERIENCE CHAOTIC SCRAMBLE FOR CANDIDATES

HIRING MANAGER DISCONTENT

ZERO REPORTING

AGENCY FREE- FOR- ALL

LINKEDIN AMATEUR HOUR. ZERO RECRUITER LICENCES

SUPER FAST GROWTH REQUIRED SALESFORCE

IN

2011 SALESFORCE IN

FROM HYPERGROWTH

TO

UBER-HYPERGROWTH

4 Employees

1999

4,800 Employees

2010

11,000 Employees

2012

Our budget

OH SHIT!

WHO CAN HELP?

NUMBER OF CUSTOMERS

3,500 Customers

2002

72,500 Customers

2010

SO WHY NOT

MIRROR SALES?

RECRUITING = SALES?

BOTH HAVE INBOUND LEADS BOTH HAVE PROSPECTING

BOTH HAVE A SALES CYCLE

BOTH HAVE QUOTAS

BOTH HAVE OPERATIONS BOTH HAVE FORECASTS

BOTH NEED CLOSERS

BOTH HAVE MARKETING

BOTH HAVE COMPETITION

WHAT WE DID

3 THINGS

RE-ORGANIZED TO MIRROR SALES 1

SALES   RECRUITING  PRODUCT    

MARKETING  

COMPETITIVE    INTELLIGENCE  

SALES  COORDINATOR  

INBOUND  LEAD    GENERATION  

OUTBOUND  LEAD  GENERATION  

ACCOUNT  EXECUTIVE  

SALES  OPERATIONS  

BIG  DEAL    ACCOUNT  EXECUTIVE  

CAREERS  MARKETING  

RECRUITING    RESEARCH  

RECRUITING    COORDINATOR  

INBOUND  CANDIDATE  SOURCING  

OUTBOUND  CANDIDATE  SOURCING  

RECRUITER  

RECRUITING  OPERATIONS  

EXECUTIVE  RECRUITING  

12345678

N  E  W  

N  E  W  

N  E  W  

N  E  W  

RECRUITING COORDINATOR

INBOUND SOURCING

OUTBOUND SOURCING

RECRUITER

INBOUND LEAD GEN

OUTBOUND LEAD GEN

ACCOUNT EXEC

EXEC RECRUITER

BIG DEAL ACCOUNT EXEC

INBOUND

OUTBOUND

CLOSERS

WHALES

HIRE HERE

SALES  

RECRUITIN

G  

SALES COORDINATOR

OPS INTELLIGENCE

MARKETING

OPS RESEARCH MARKETING

REFRESHED OUR TECHNOLOGY 2

REFINED OUR ATS TO TRACK KEY METRICS

John  Smith  

John  Smith  

John  Smith  

John  Smith  

Taylor  Jones  

Taylor  Jones  

A CRM SEEMED OBVIOUS

BUILT A RESEARCH SERVICE

ALL IN WITH LINKEDIN

DATA IS THE NEW BLACK 3

"If we have data, let's look at data.

If all we have are opinions, let's go with mine."

-Jim Barksdale, former CEO Netscape

MATCHED SALES REPORTING

LINKEDIN RECRUITING ANALYTICS

WE GOT PROACTIVE

Com

petit

or N

ames

Hid

den

Salesforce Talent Flows (RED = “Departures To” , GREEN = “Arrival From”)

THE RESULTS

>1000 PER QUARTER

GLOBALLY

HIRING CAPACITY

Significant% GLOBALLY

PRODUCTIVITY

60% LOCALLY

51% SOURCE OF HIRE

REFERRAL RATE

50% LOCALLY

1/2 OF SALESFORCE

AVERAGE GLOBALLY

ZERO ATTRITION

LOCALLY

ATTRITION

73% MORE

ARROGANT YEAR OVER YEAR

MIKE’S EGO

BUSINESS CONFIDENCE

MEETING TARGETS DRIVING STRATEGY

BUILDING TRUST

KEY TAKEAWAYS

BUILD A SALES ORG (SMBs can combine some functions but the principle of specialists that

mirror sales still applies; THINK like a sales organisation)

INVEST IN A TECHNOLOGY FOUNDATION (SMBs can use a cloud based ATS and only pay for the functionality you need)

ENMBRACE & LEAD WITH DATA (Companies of all sizes can get a lot of the data you need from LinkedIn)