Glassdoor Survey: How to Recruit Sales Professionals

Confidential and Proprietary © Glassdoor, Inc. 2008-2014
Glassdoor Survey:
How to Recruit Sales Professionals
A Strategic Guide for Talent Acquisition Professionals
2014
#Glassdoor

Featured Speakers
Molly McKinstry
@LilMissMol
Manager, New Business
Acquisition & Sales
Jesper Bendtsen
@JesperBendtsen1
Vice President, Global Head
of Sales Recruiting

#Glassdoor
Agenda
• Current Climate of Sales
Recruiting
• Where Sales Professionals
Find Jobs
• Recruitment Best Practices
• Retention & Compensation
Insights
• Salesforce.com Case Study

Survey Overview
#Glassdoor

Sales Professionals
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Timing
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Sales is one of the Top 5 most searched
categories on Glassdoor
#Glassdoor

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
#Glassdoor

Meetups
of sales professionals
appreciate meetups at the
company hiring
#Glassdoor

Building Event Awareness
#Glassdoor

Recruitment Tactics
That Work
#Glassdoor

Attributes of Recruiters That Sales Professionals Value Most
Transparency Proactive
Recruiting
Knowledge
About Sales
1 2 3
#Glassdoor

1. Transparency
#Glassdoor

What Sales Professionals Are Saying…
value when a recruiter is
transparent about the pros
and cons
#Glassdoor

Embellish the
job or the
opportunities for
the position
Mention up front
benefits of
switching from
current company
How To Become More Transparent
#Glassdoor

2. Proactive Recruiting
#Glassdoor

of sales professionals want
recruiters that work as hard for
them as they do for employers
#Glassdoor

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
#Glassdoor

3. Recruiters That Know Sales
#Glassdoor

want recruiters with a strong
understanding of the sales profession
of sales professionals want recruiters to
be knowledgeable about their experiences
#Glassdoor

How To Become More Engaged
Focus only on
my age, focus on
my experience
Learn more
about the role
beyond the job
description
#Glassdoor

Retention &
Compensation
Insights
#Glassdoor

Top Reasons Sales Professionals Would Leave Their Jobs
#Glassdoor

Important Elements of the Compensation Plan
Base Salary
Commission
Healthcare/
Medical Benefits
Company Perks
Bonuses
#Glassdoor

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
#Glassdoor

Commission
69% for 55+ years old
32% for 18-24 year olds
#Glassdoor

Healthcare and Medical Benefits
62% for 55+ years old
44% for 18-24 year olds
#Glassdoor

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

#Glassdoor
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
#Glassdoor

Know Your Position
in the Market
Build a Sales Organization
Know Your Target Profile
Key Elements
#Glassdoor

Know Your Position
in the Market
#Glassdoor
#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
#Glassdoor

Recruiter Onboarding & Certification
I GOT 99 PROBLEMS,
BUT A PITCH AIN’T ONESALESFORCE.COM
BRAND
NEW
RECRUITER
SECRET
HANDBOOK
#Glassdoor

Support
#Glassdoor

New Hire Ramp
#Glassdoor

Know Your Target
Profiles
#Glassdoor
What
cities?
What
companies? What
resonates?

Create and Manage Your Social Profile on the Web
#Glassdoor

Promote What Makes You…You!
Celebrate your wins and make every
employee a social ambassador
#Glassdoor

Hiring into Hubs
#Glassdoor

Maximize Your Employee Referral Program
#Glassdoor

Build a Diverse Workforce
#Glassdoor

Build a Sales
Organization
#Glassdoor
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
#Glassdoor

#Glassdoor
Total Transparency

Manage and Prioritize Leads
#Glassdoor
Employee Referrals
Active Applicants
Direct Sourced

Build a Great Workplace and Team
#Glassdoor

Resources Included:
• Email from:
employers@glassdoor.com
• “How to Recruit Sales”
Guide
• Link to sign up for your
Free Employer Account
• Webinar Recording
#Glassdoor

Glassdoor Survey: How to Recruit Sales Professionals

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