Rotate Your Company’s Sales Team Through Recruiting - LinkedIn Recruiting Associate Program...
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Transcript of Rotate Your Company’s Sales Team Through Recruiting - LinkedIn Recruiting Associate Program...
Recruiting SolutionsRecruiting SolutionsRecruiting Solutions
How The RA Program Changed My LifeBrendan Browne, Director of Global Talent Acquisition
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The Biz Problem
Recruiting Associate Program
Sales Dev hires enter RA 4 month rotation
Week 1 = week long LI Recruiting Boot Camp
Learn by doing…be a recruiter and deliver exceptional activity
metricsDrive activity to ‘top of the funnel’ & continue
to train with THE RUBRIC
Must graduate with passing grade and
certification
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Start With RA Sprints
Contact 400 targeted ‘interested’ candidates
(Referrals, Qualified Applicants)
Pass 160 qualified candidates to Hiring Mgrs for screen or preso
80 interviews through Batch Days
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Accepts
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Recruiting Associate + Recruiter Magic
Recruiter Fills Shared Project Folders With
100 Target Profiles and Continually Refreshes
1 Day to reach 100 then ongoing
Hiring Manager Rates Candidate Profiles 1-5 in excel or Recruiter
1 .5 DAYS for first 100 then ongoing
Recruiting Associate Inmails 4s & 5s on behalf of Recruiter
.5 DAY for first group then ongoing
Recruiting Associate does intake with
positive respondents, applicants, referrals,
TD Enters cand. into ATS
3 DAYS then ongoing
Recruiting Associate schedules longer call
between Recruiter and ‘qualified’ candidates.
Progress Workflow
Recruiter pitches and screens qualified
candidates
2 DAYS then ongoing
Recruiter passes strong candidates to RC to schedule candidate preso or batch day.
Progress Workflow2 DAYS
RC schedules and coordinates batch dayProgress Workflow
2 DAYS
Batch Day of 12 candidates yielding 3
offersRC progress and close workflow.
1 DAY
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Reporting Progress – Owner: Recruiting Associate
• Weekly Progress report: • Have RAs reached 100 target profile goal?• Scoring Results: How many 4s and 5s over the past week• Weekly report on number of
• Inmails sent• Positive responses• Recruiting Associate intake calls• Recruiter in-depth screens• Qualified candidates passed through to HM for screen, preso or
directly to batch day• Candidates interviewed
• Source of candidates• Hires QTD
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Rubric = "a standard of performance for a defined population” (source: wikipedia)
The Rubric
What is it?
LinkedIn delivery expectations for Recruiters
Platform to Best on Planet…Make the Choice Learn & Lead Demand Excellence Think Transformation
A Career Development tool
Know your strengths, expand your capabilities Test the standard & calibrate expectations Grow Everyday
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Influencing & Advising
The Master Story Teller
Sourcing & Pipeline
Development
The Art & Science of Closing
Operational Problem Solving & Innovation
Operational Excellence
Business Acumen
Training…making it real
What I hear, I forget. What I see, I remember. What I do, I understand.- Confucius
Training Format
• 120 hours
• 20% Theory
• 80% Hands on role play & doing it…no really doing it
• Test at the end of the week• Written module• Role Play w/video tape module
• Intake• Storytelling
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FEEL IT & WALK THE TALK
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I’m concerned…
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TAM…
Worldwide Workforce3,300M+
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TAM for members
1 LinkedIn members as of March 31, 2011 | 2 Source: International Planning & Research
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Worldwide Professionals640M+
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LinkedIn Members100M+
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TAM for monetization
Worldwide talent acquisition and staffing services
$85B
Worldwide Internet advertising spend
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$69BTotal
B2B$25B
AddressableToday
$27B1
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1 LinkedIn estimates 2 Source: IDC
Total
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TAM for TALENT
Data Center Operations
Manager
Using data to set expectations…
Keywords: "Data Center" OR "Datacenter"
Location Within 50 Miles
Industry: Internet
Seniority: Manager
Interested In: Potential Employees
Company Size: 501-1,000 OR 1,001-5,000 OR
5,001-10,000, OR 10,000+
Years of Experience: 6 to 10 years OR More than 10 years
Years in Position: 3-5 years OR 6-10 years
Company Type: Public Company
Language: English
Recommendations: 3-4 OR 5-10 OR 11-20 OR >20
Search Results
Initial Search = 7
Remove Recommendation = 19
Remove Years in Position = 71
Remove Company Type = 82
Remove Company Size = 126
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LANGUAGE MATTERS
Can’t measure it then you can’t manage it!
Change Management
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RUBRIC = THE PATH TO INFLUENCE
The MasterStory Teller
Persuade &
Close
AdviseInfluenc
e &
Consult
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Order Takers
•Recruiters on their heels
•Some Reqs filled
•Low Biz Acumen
•Reaction Driven
Talent Advisor
•Drive hiring strategy
•Challenge and Persuade HMs
•High Biz Acumen
•SLA Driven
Low Value High Value
WHERE ARE THEY NOW
Sales Developmen
tTeam Lead
Drew WillsRA Class 1
Relationship Manager
Sales Developmen
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Ariana Younai
RA Class 1Senior Sales Developmen
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Enterprise Account Analyst
LIFG Board Member
Sales Developmen
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Relationship Manager
Ben Rixford
RA Class 4
Engineering Recruiter
Trevor MertensRA Class 1
Sales Developmen
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Staffing Account
Executive
Amanda Ulmer
RA Class 5UED Sourcer
Audra Bloom
RA Class 3
Sales Developmen
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Sales Developmen
tTeam Lead
IT’S A CHOICE…
QUESTIONS????