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Confidential   and   Proprietary  ©  Glassdoor,   Inc.   2008-­2015
How  to  Compete  for  Sales  Talent
Against  Better  Paying  Companies
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.
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
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  
Confidential   and   Proprietary  ©  Glassdoor,   Inc.   2008-­2015
#GDChat
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
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:
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
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)  
Confidential   and   Proprietary  ©  Glassdoor,   Inc.   2008-­2015
Audience  Poll
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)  
Confidential   and   Proprietary  ©  Glassdoor,   Inc.   2008-­2015
Identifying  the  Competition
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
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
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
Confidential   and   Proprietary  ©  Glassdoor,   Inc.   2008-­2015
5  Tips  for  Competing  Against
Bigger  Paychecks
Confidential   and   Proprietary  ©  Glassdoor,   Inc.   2008-­2015
Audience  Poll
Confidential   and   Proprietary  ©  Glassdoor,   Inc.   2008-­2015
Managers  Play  a  Critical  Role  in  Sustainment
4X
Chart  taken  from  CEB  “The  Challenger  Sale”  Training  
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
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)
Confidential   and   Proprietary  ©  Glassdoor,   Inc.   2008-­2015
Step 2: Provide  Sales  Talent  
With  an  Unbeatable  Opportunity
For  GROWTH.  For  EXPERIENCE.
For  NETWORKING.
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
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)  
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)  
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)  
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%
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)  
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)  
Confidential   and   Proprietary  ©  Glassdoor,   Inc.   2008-­2015
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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?