Sales Recruiting -- From Process To Placement

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Transcript of Sales Recruiting -- From Process To Placement

  • 1. How SRO drives revenueThe Importance of Optimizing by recruiting Sales Recruitment better sales talent 2012 ACA Talent. All rights reserved. 1
  • 2. Speaker Bio: Jim SanderJim Sander joined ACA Talent in 2011 as VicePresident of Sales.Previously, Jim ser ved as executive director fortelecom business development at MarketSource, amanaged staf fing firm, where he consulted withenterprise clients including AT&T, Alcatel-Lucent,Avaya, and Comcast on the development andexecution of their sales initiatives.Jim has a demonstrated track record of buildingsales organizations known for their innovation andcustomer focus. Throughout his career, Jim has ledall aspects of the sales and marketing developmentarenas through both B2B and direct channels.Jim holds a BA in Economics from the Univer sity ofTexas at Austin. 2012 ACA Talent. All rights reserved. 2
  • 3. Connecting Sharp Minds that Sell the World One Deal at a Time 2012 ACA Talent. All rights reserved. 3
  • 4. Grow revenue by recruiting better talent faster Annually place over 4,000 sales candidates Over a decade of sales recruitment experience Inc. Magazines fastest growing companies 2012 ACA Talent. All rights reserved. 4
  • 5. The Age-OldQuestion 2012 ACA Talent. All rights reserved. 5
  • 6. How to domore . . . 2012 ACA Talent. All rights reserved. 6
  • 7. With less? 2012 ACA Talent. All rights reserved. 7
  • 8. Common ChallengesI ncrease productivityM aximize revenue opportunitiesE xpand market shareH ow to do this with little to no budget 2012 ACA Talent. All rights reserved. 8
  • 9. Recruiting & Revenue: The Correlation H ow much revenue is each rep responsible for? W hat is your time-to-fill? W hat is your turnover rate?Recruiting directly affects revenue. 2012 ACA Talent. All rights reserved. 9
  • 10. The True Cost of Vacancy Knowledge Relationships Productivity Revenue Market ShareHow can you minimize these costs ? 2012 ACA Talent. All rights reserved. 10
  • 11. Your Biggest Investment 2012 ACA Talent. All rights reserved. 11
  • 12. Your Sales TeamA BC D 2012 ACA Talent. All rights reserved. 12
  • 13. 80% of yourrevenue isgenerated by 20%of your sales team 2012 ACA Talent. All rights reserved. 13
  • 14. Target Revenue = $1M Per RepA = $1.6MB = $1.1M $400,000C = $600K Revenue LostD = $300K 2012 ACA Talent. All rights reserved. 14
  • 15. Target Revenue = $1M Per RepA = $1.6MA = $1.6M $1.4MB = $1.1M Revenue GainedB = $1.1M 2012 ACA Talent. All rights reserved. 15
  • 16. The Cost of UnderperformersM anagement time R eplacement costsL ost productivity H iring costsE ffect on Morale Training timeR evenue opportunities R amp-up costsR e-training time A dministrative costsR eplacement time 2012 ACA Talent. All rights reserved. 16
  • 17. Typical Process for Managing Underperformers B HireReplace Train Time toD break the Retrain Ramp Up cycle... C 2012 ACA Talent. All rights reserved. 17
  • 18. Doing the same thingover and over againand expecting differentresults. - Albert EinsteinThe Definition of Insanity 2012 ACA Talent. All rights reserved. 18
  • 19. We cant solve problems by usingthe same kind of thinking we usedwhen we created them. Albert Einstein 2012 ACA Talent. All rights reserved. 19
  • 20. How can youbreak the cycle tomaximize revenuegeneration? 2012 ACA Talent. All rights reserved. 20
  • 21. Doing More with Less, Efficiently Sales RecruitmentOptimization Recruitment Team & Strategies Recruitment Process Optimization Integrated Technology Meaningful Metrics & Reporting 2012 ACA Talent. All rights reserved. 21
  • 22. How Sales Recruiting Process Gets Lost1. Overly broad recruiting focus2. Too many steps/candidates get stuck3. Unable to hook candidates4. Branding mismatch5. Inefficiently uses resources6. No technology/wrong technology7. Incorrect measures of success 2012 ACA Talent. All rights reserved. 22
  • 23. When Recruiting is Too Broad Broad focus attracts everyone Sales one of many positions Emphasis on keywords Lack tailored assessments May miss key cues Allow candidates to oversell Manager rejects candidate Process starts all overSpecialize your focus to attract the right candidates. 2012 ACA Talent. All rights reserved. 23
  • 24. Specialized Focus: Sales Recruiters Recruit customer-facing positions Share the sales mentality Profiling beyond the resume Understand position nuances Execute proven best practices Improve managers hiring effectiveness 2012 ACA Talent. All rights reserved. 24
  • 25. Hiring ProcessSteeplechase 2012 ACA Talent. All rights reserved. 25
  • 26. Obstacles to HiringHow many gates are candidates jumping through?Too long a race, and great candidates may drop outResource alignment challenges Multiple interviews Ride-alongs Unproven assessments Background check Drug testingPoor communication Fix these up front to finish strong. 2012 ACA Talent. All rights reserved. 26
  • 27.