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How to Compete for Sales Talent
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How to Compete for Sales Talent
1.
Confidential and
Proprietary © Glassdoor, Inc. 2008-2015 How to Compete for Sales Talent Against Better Paying Companies
2.
Confidential and
Proprietary © Glassdoor, Inc. 2008-2015 Webinar Tips for Attendees • You can connect to audio using your computer’s microphone and speakers. • Or, you may select “Use Telephone” after joining the Webinar. • All lines will be muted to avoid background noise. • You can ask questions at any time by typing them into the Questions Pane.
3.
Confidential and
Proprietary © Glassdoor, Inc. 2008-2015 Featured Speakers Lisa Holden Employer Communications Manager at Glassdoor Lisa.Holden@Glassdoor.com Lauren McNiff Sr. Programs Manager, Self Service at Glassdoor Lauren.McNiff@Glassdoor.com Rob Jeppsen SVP Sales and General Manager at HireVue RJeppsen@hirevue.com
4.
Confidential and
Proprietary © Glassdoor, Inc. 2008-2015 Agenda • Supply and Demand of Sales Talent • Considerations for Developing Your Sales Recruiting Strategy • Five Tips for Beating Higher Paying Companies
5.
Confidential and
Proprietary © Glassdoor, Inc. 2008-2015 #GDChat
6.
Confidential and
Proprietary © Glassdoor, Inc. 2008-2015 Competition for Sales Talent Is Steep MORE THAN 66,291 corporate and account sales positions open across the United States Based on Glassdoor Research Report: Highest Paying Cities & Companies for Sales Jobs
7.
Confidential and
Proprietary © Glassdoor, Inc. 2008-2015 Quality Sales Talent ≠ Dime a Dozen • Missed Sales Opportunities • Damage to your Brand or Company Reputation • Increased Turnover Costs Making the wrong sales hire can seriously impact business:
8.
Confidential and
Proprietary © Glassdoor, Inc. 2008-2015 What Motivates Sales Professionals to Explore Other Opportunities Who Your Competition Is Where Your Competition is Located What You Need to Know
9.
Confidential and
Proprietary © Glassdoor, Inc. 2008-2015 Sales Pros Are Open to Jumping Ship of sales professionals plan to look for a new job in the next year 68% Glassdoor Survey: How to Recruit Sales Professionals (2014)
10.
Confidential and
Proprietary © Glassdoor, Inc. 2008-2015 Audience Poll
11.
Confidential and
Proprietary © Glassdoor, Inc. 2008-2015 Most Common Reasons Sales Pros Will Leave a Job 1 2 3 4 5 Salary and Compensation Career Growth Opportunities Company Culture Relationship With Manager Senior Leadership 72% 65% 48% 46% 38% Glassdoor Survey: How to Recruit Sales Professionals (2014)
12.
Confidential and
Proprietary © Glassdoor, Inc. 2008-2015 Identifying the Competition
13.
Confidential and
Proprietary © Glassdoor, Inc. 2008-2015 Glassdoor Research Methodology • Reviewed total pay and job openings of 80+ U.S. cities • Compiled highest median total compensation for corporate and account sales jobs • ≥50 salary reports for account and corporate sales (excludes retail) Highest Paying Cities & Companies for Sales Jobs
14.
Confidential and
Proprietary © Glassdoor, Inc. 2008-2015 Know Where Your Competition Is Located Highest Paying Cities for Sales Jobs Based on Glassdoor Research Report: Highest Paying Cities & Companies for Sales Jobs
15.
Confidential and
Proprietary © Glassdoor, Inc. 2008-2015 Know Who’s Handing Out the Biggest Paycheck Based on Glassdoor Research Report: Highest Paying Cities & Companies for Sales Jobs
16.
Confidential and
Proprietary © Glassdoor, Inc. 2008-2015 5 Tips for Competing Against Bigger Paychecks
17.
Confidential and
Proprietary © Glassdoor, Inc. 2008-2015 Audience Poll
18.
Confidential and
Proprietary © Glassdoor, Inc. 2008-2015 Managers Play a Critical Role in Sustainment 4X Chart taken from CEB “The Challenger Sale” Training
19.
Confidential and
Proprietary © Glassdoor, Inc. 2008-2015 Step 1: Invest in Coaching and Mentoring Provide a growing company feel, but provide a mature company experience
20.
Confidential and
Proprietary © Glassdoor, Inc. 2008-2015 -80% -60% -40% -20% 0% 20% 40% 60% 80% Low Performer Low to Avg Performer Avg Performer Avg to Star Performer Star Performer Good Coaching Poor Coaching Impact of Coaching Chart taken from CEB Report: The Anatomy of a World-Class Sales Organization (2011)
21.
Confidential and
Proprietary © Glassdoor, Inc. 2008-2015 Step 2: Provide Sales Talent With an Unbeatable Opportunity For GROWTH. For EXPERIENCE. For NETWORKING.
22.
Confidential and
Proprietary © Glassdoor, Inc. 2008-2015 Benefits of Networking Gaining & Delivering Professional Advice Confidence Boost Forming Business Partnerships and Generating Leads Building a Reputation/Profile
23.
Confidential and
Proprietary © Glassdoor, Inc. 2008-2015 Build a Referral Program 68%of sales professionals are more likely to apply to a company that a friend recommends 45%of sales professionals hear about opportunities from former co-workers 35%of sales professionals hear about opportunities from social media 22%of sales professionals hear about new job opportunities from networking events Glassdoor Survey: How to Recruit Sales Professionals (2014)
24.
Confidential and
Proprietary © Glassdoor, Inc. 2008-2015 Step 3: Be Transparent About the Pros and Cons About Your Company value when a recruiter is transparent about the pros and cons 76% Glassdoor Survey: How to Recruit Sales Professionals (2014)
25.
Confidential and
Proprietary © Glassdoor, Inc. 2008-2015 Pay Fairly, but Focus on the Benefits SALARY IS THE #1 FACTOR people consider when choosing where to work. Glassdoor Survey: How to Recruit Sales Professionals (2014)
26.
Confidential and
Proprietary © Glassdoor, Inc. 2008-2015 What and Where They’re Selling Matters would accept less money to work at a company selling something compelling 78% Glassdoor Survey: How to Recruit Sales Professionals (2014) are likely to accept less money to work at a company with a great culture 71%
27.
Confidential and
Proprietary © Glassdoor, Inc. 2008-2015 Step 4: Hire a Rookie 2.8 MILLION GRADS will enter the job market in 2015 Goodman, Leah. Millennial College Graduates: Young, Educated, Jobless. Newsweek U.S. (2015)
28.
Confidential and
Proprietary © Glassdoor, Inc. 2008-2015 Step 5: Advertise Your Jobs Strategically of sales professionals learn about job opportunities from online job sites 75% Glassdoor Survey: How to Recruit Sales Professionals (2014)
29.
Confidential and
Proprietary © Glassdoor, Inc. 2008-2015 Questions?
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