Glassdoor Survey: How to Recruit Sales Professionals

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Glassdoor Survey:

How to Recruit Sales Professionals A Strategic Guide for Talent Acquisition Professionals 20

14

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Featured Speakers

Molly McKinstry

@LilMissMol

Manager, New Business

Acquisition & Sales

Jesper Bendtsen

@JesperBendtsen1

Vice President, Global Head

of Sales Recruiting


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Agenda

• Current Climate of Sales

Recruiting

• Where Sales Professionals

Find Jobs

• Recruitment Best Practices

• Retention & Compensation

Insights

• Salesforce.com Case Study


Survey Overview

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Sales Professionals

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Timing

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Sales is one of the Top 5 most searched

categories on Glassdoor

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Where Are They Learning About Job Opportunities?


Social Media Outreach

of sales professionals find social

media outreach an effective way to

learn about new job opportunities

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Meetups

of sales professionals

appreciate meetups at the

company hiring

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Building Event Awareness

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Recruitment Tactics

That Work

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Attributes of Recruiters That Sales Professionals Value Most

Transparency Proactive

Recruiting

Knowledge

About Sales

1 2 3

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1. Transparency

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What Sales Professionals Are Saying…

value when a recruiter is transparent about the pros and cons

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Embellish the

job or the

opportunities for

the position

Mention up front

benefits of

switching from

current company

How To Become More Transparent

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2. Proactive Recruiting

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of sales professionals want

recruiters that work as hard for

them as they do for employers

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How To Become A Proactive Recruiter

Understand the

impact of corporate

culture has on

whether or not we are

willing to jump ship

Pester me to

call you and

then disappear

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3. Recruiters That Know Sales

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want recruiters with a strong

understanding of the sales profession

of sales professionals want recruiters to

be knowledgeable about their experiences

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How To Become More Engaged

Focus only on

my age, focus on

my experience Learn more

about the role

beyond the job

description

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Retention &

Compensation

Insights

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Top Reasons Sales Professionals Would Leave Their Jobs

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Important Elements of the Compensation Plan

Base Salary

Commission

Healthcare/

Medical Benefits

Company Perks

Bonuses

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Different Age Groups with Different Priorities

Company Perks

Priority for 81% of 18-24 year olds, compared to:

• 55% for 25-34 year olds



• 24% for 55+ year olds

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Commission

69% for 55+ years old

32% for 18-24 year olds

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Healthcare and Medical Benefits

62% for 55+ years old

44% for 18-24 year olds

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More Money Isn’t The Only Motivator

Are likely to accept less money to work at a company with a great culture

Of those surveyed said they would accept less money to work at a company selling something compelling


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Referral Programs

Check that current employees would

recommend your company

86% said they are more likely to apply to a company that a

friend recommends


Salesforce.com

Case Study

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Know Your Position

in the Market

Build a Sales Organization

Know Your Target Profile

Key Elements

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Know Your Position in the Market

PR

Events Advertising CRM

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#1 CRM #1 CRM Salesforce is the World’s

#1 CRM - Gartner

#1 CRM

#1 World’s #1 CRM

According to Gartner of the world’s

top 10 enterprise

software companies

33% Y-o-Y

FASTEST

GROWING

MOST

INNOVATIVE Company in the World

according to Forbes

3 years in a row

2011, 2012, 2013


Compensation and Opportunity for Growth

of sales professionals said they

would leave their job because

of career growth opportunities

of sales professionals would

leave their job for salary and

compensation reasons

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Recruiter Onboarding & Certification

I GOT 99 PROBLEMS,

BUT A PITCH AIN’T ONE SALESFORCE.COM

BRAND

NEW

RECRUITER

SECRET

HANDBOOK

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Support

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New Hire Ramp

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Know Your Target Profiles

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What

cities?

What

companies? What

resonates?


Create and Manage Your Social Profile on the Web

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Promote What Makes You…You!

Celebrate your wins and make every

employee a social ambassador

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Hiring into Hubs

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Maximize Your Employee Referral Program

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Build a Diverse Workforce

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Build a Sales Organization

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PRODUCT MARKETING

SALES OPERATIONS

COMPETITIVE INTEL

SALES COORDINATOR

INBOUND LEAD GEN

OUTBOUND LEAD GEN

ACCOUNT EXECUTIVE

HEAVY HITTER

CAREERS MARKETING

RECRUITING OPERATIONS

RECRUITING RESEARCH

RECRUITING COORDINATOR

INBOUND SOURCER

OUTBOUND SOURCER

RECRUITER

EXECUTIVE RECRUITER


Match Capacity with Demand

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Total Transparency


Manage and Prioritize Leads

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Employee Referrals

Active Applicants

Direct Sourced


Build a Great Workplace and Team

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Resources Included:

• Email from:

[email protected]

• “How to Recruit Sales”

Guide

• Link to sign up for your

Free Employer Account

• Webinar Recording

#Glassdoor

mailto:[email protected]

Glassdoor Survey: How to Recruit Sales Professionals

Recruiting & HR

Transcript of Glassdoor Survey: How to Recruit Sales Professionals