Download - The Secret Weapon for Sales Recruiting

Transcript
Page 1: 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

Page 2: The Secret Weapon for Sales Recruiting

Dav

id L

yon

VP Sales & Customer Success, RoundPegg

Page 3: The Secret Weapon for Sales Recruiting
Page 4: The Secret Weapon for Sales Recruiting

Brad

Wilk

ins

Director, Talent Management and HR Services Adcap Network Systems

Page 5: The Secret Weapon for Sales Recruiting

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

Page 6: The Secret Weapon for Sales Recruiting

Brad

Wilk

ins

Director, Talent Management and HR Services Adcap Network Systems

Page 7: The Secret Weapon for Sales Recruiting

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

Page 8: The Secret Weapon for Sales Recruiting

Why is hiring salespeople so hard?

?

Page 9: The Secret Weapon for Sales Recruiting

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

Page 10: The Secret Weapon for Sales Recruiting

Failure is Expensive

¡  Hard costs = 50% of annual comp

¡  Soft costs = 25% of annual comp

¡  Opportunity cost = X%

Turn

over

& B

ad F

its

Page 11: The Secret Weapon for Sales Recruiting

Is there a secret weapon for hiring?

?

Page 12: The Secret Weapon for Sales Recruiting

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

Page 13: The Secret Weapon for Sales Recruiting

Adcap & RoundPegg How Adcap Network Systems started using RoundPegg

Page 14: The Secret Weapon for Sales Recruiting

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

Page 15: The Secret Weapon for Sales Recruiting

RoundPegg Culture Baseline

¡  Shows most important values vs least

¡  Highlights conflict

values

¡  Broken down into teams, departments, entire company

Page 16: The Secret Weapon for Sales Recruiting

Ah-Hah Hiring Moment Adcap’s annual entry level sales position

Page 17: The Secret Weapon for Sales Recruiting

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

Page 18: The Secret Weapon for Sales Recruiting

The Sales Hiring Challenge

¡  750 – 1,500 resumes received

¡  Most applicants have similar skills (none)

¡  Most industry background irrelevant

¡  Now what?

Resu

lt

Page 19: The Secret Weapon for Sales Recruiting

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

Page 20: The Secret Weapon for Sales Recruiting

RoundPegg Culture Survey

¡  Quick 5 – 10 min survey

¡  9 most & least

important

¡  Applicant sees their culture data as well

Page 21: The Secret Weapon for Sales Recruiting

RoundPegg’s HirePegg Tools

¡  Shows a list applicants & culture fit scores

¡  Easy to understand

archetypes

Page 22: The Secret Weapon for Sales Recruiting

RoundPegg’s HirePegg Tools

¡  Sort by culture fit ¡  Concentrate on best-fit

candidates

Page 23: The Secret Weapon for Sales Recruiting

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

Page 24: The Secret Weapon for Sales Recruiting

Candidates Own Their Profile

¡  Instant feedback ¡  Candidate gets login

and culture type info

¡  Printable “Cube Guides”

Page 25: The Secret Weapon for Sales Recruiting

RoundPegg for Interviewing

¡  Culture guide with insight into values & communication

¡  Behavioral interview questions

¡  Cheat sheet for less skilled for hiring managers

Page 26: The Secret Weapon for Sales Recruiting

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

Page 27: The Secret Weapon for Sales Recruiting

Culture in Onboarding Using RoundPegg to onboard new sales hires

Page 28: The Secret Weapon for Sales Recruiting

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

Page 29: The Secret Weapon for Sales Recruiting

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

Page 30: The Secret Weapon for Sales Recruiting

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

Page 31: The Secret Weapon for Sales Recruiting

Culture in Management Using RoundPegg to manager strong sales teams

Page 32: The Secret Weapon for Sales Recruiting

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

Page 33: The Secret Weapon for Sales Recruiting

TeamPegg for Managing Reps

¡  Guides and comparisons available to managers

¡  See the dynamic, potential challenges and compliments

¡  Easily understood

supportive actions

Page 34: The Secret Weapon for Sales Recruiting

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

Page 35: The Secret Weapon for Sales Recruiting

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

Page 36: The Secret Weapon for Sales Recruiting

Questions Please chat them in now

?

Page 37: The Secret Weapon for Sales Recruiting

Brad Wilkins, Adcap Network Systems – [email protected] David Lyon, RoundPegg – [email protected]