The Secret Weapon for Sales Recruiting
description
Transcript of The Secret Weapon for Sales Recruiting
The Secret Weapon for Sales Recruiting:
How the #1 Recruiter in the U.S. Builds High
Performing Sales Teams
Dav
id L
yon
VP Sales & Customer Success, RoundPegg
Brad
Wilk
ins
Director, Talent Management and HR Services Adcap Network Systems
Brad
Wilk
ins
¡ Ranked #1 Corporate Recruiter in USA for 2013 by TheLadders.com
¡ Featured speaker for LinkedIn, TheLadders.com, Workforce Live, TLNT, ALI, The Conference Board, GSMI and The Talent Management Alliance
Brad
Wilk
ins
Director, Talent Management and HR Services Adcap Network Systems
Takeaways
¡ How culture fit = better sales teams
¡ How to cut through applicant overload ¡ Making the right hires using culture data
¡ Onboarding & managing with culture data
Why is hiring salespeople so hard?
?
Hiring Salespeople isn’t Easy ¡ Good sales people are hard to find and
only 6% are considered elite ¡ Little formal education for those who
aspire to a career in professional sales ¡ Sales is complex and evolves rapidly
¡ Best interviewers aren’t always the best candidates
¡ What makes a salesperson successful in one environment rarely translates over
Cha
lleng
es
Failure is Expensive
¡ Hard costs = 50% of annual comp
¡ Soft costs = 25% of annual comp
¡ Opportunity cost = X%
Turn
over
& B
ad F
its
Is there a secret weapon for hiring?
?
Culture Fit & Values
¡ 89% of reason individuals fail in a position is culture based, not skills
¡ 70% of sales reps leave because of poor fit with their managers
¡ Better culture fit in sales positions increases revenue by 35%
¡ Good fits are 27% less likely to turn over Th
e Se
cret
Wea
pon
Adcap & RoundPegg How Adcap Network Systems started using RoundPegg
It Started with Culture
¡ 10-year-old organization
¡ Culture was important but undefined
¡ Needed to define & quantify culture ¡ Once defined it could be improved and
maintained
Adca
p N
etw
ork
Syst
ems
RoundPegg Culture Baseline
¡ Shows most important values vs least
¡ Highlights conflict
values
¡ Broken down into teams, departments, entire company
Ah-Hah Hiring Moment Adcap’s annual entry level sales position
The Sales Hiring Challenge
¡ Top company to work for in Atlanta
¡ No experience required
¡ Can come from any background
¡ Anyone can find and apply En
try L
evel
Sal
es
The Sales Hiring Challenge
¡ 750 – 1,500 resumes received
¡ Most applicants have similar skills (none)
¡ Most industry background irrelevant
¡ Now what?
Resu
lt
Key Questions for Hiring Entry Level
¡ Do they have the right personality?
¡ Do they fit in with the sales culture?
¡ Do they fit with the hiring manager?
¡ How can you efficiently screen applicants? Key
Que
stio
ns
RoundPegg Culture Survey
¡ Quick 5 – 10 min survey
¡ 9 most & least
important
¡ Applicant sees their culture data as well
RoundPegg’s HirePegg Tools
¡ Shows a list applicants & culture fit scores
¡ Easy to understand
archetypes
RoundPegg’s HirePegg Tools
¡ Sort by culture fit ¡ Concentrate on best-fit
candidates
Making Culture Fit Tangible
¡ Easily identify areas of fit & friction
¡ Fit with company, team
and manager
¡ Fit at micro level is more important than global culture fit
Candidates Own Their Profile
¡ Instant feedback ¡ Candidate gets login
and culture type info
¡ Printable “Cube Guides”
RoundPegg for Interviewing
¡ Culture guide with insight into values & communication
¡ Behavioral interview questions
¡ Cheat sheet for less skilled for hiring managers
Hiring with Culture Data
¡ 15% more profitable over the first 12-months, 24% more profitable over 18-months
¡ 27% less likely to voluntarily leave within 12-months
¡ 20% more likely to be top performers Busin
ess O
utco
mes
Culture in Onboarding Using RoundPegg to onboard new sales hires
Traditional Onboarding
¡ Paperwork
¡ Brief introductions to teammates
¡ Mildly awkward lunch ¡ 3 - 6 months of learning how
management & employees operate
The
Aver
age
Expe
rienc
e
Onboarding With Culture Data
¡ Give the keys to working with teammates early
¡ Highlight how
team can work best with new hire
¡ Discuss areas of possible frustration
Onboarding with Culture Data
¡ 15% faster to onboarding time (defined as having a positive profit/cost ratio; measured within sales departments)
¡ Higher rate of inclusion for new reps
¡ Reps better equipped to work together ¡ Reduced turnover costs Bu
sines
s Out
com
es
Culture in Management Using RoundPegg to manager strong sales teams
Creating Desired Interactions
¡ “Politics” arise from assuming others will behave as we would
¡ Behaviors driven by
value systems
¡ Managers not comfortable talking about feelings/values
TeamPegg for Managing Reps
¡ Guides and comparisons available to managers
¡ See the dynamic, potential challenges and compliments
¡ Easily understood
supportive actions
Managing with Culture Data
¡ Less employee conflict
¡ Conflicts resolved faster
¡ Conflicts turned to compliments
¡ More time working, less time politicking
Busin
ess O
utco
mes
Takeaways
¡ How culture fit = better sales teams
¡ Culture cuts through applicant overload ¡ Culture helps you make the right hires
¡ Onboarding & managing with culture data builds strong sales teams
Questions Please chat them in now
?
Brad Wilkins, Adcap Network Systems – [email protected] David Lyon, RoundPegg – [email protected]