Brad Wilkins, named the #1 Recruiter in the U.S. by TheLadders.com, is a sought after speaker in the talent and human resources world, and an expert at finding and building high performing sales teams. In the last decade, Brad has reviewed tens of thousands of job applicants and successfully placed hundreds of high performers in a broad range of roles. To put it bluntly, if you’re looking to build a high performance sales team, Brad’s the guy who can find the right talent.How does he do it? Brad has a secret weapon - RoundPegg. Join Brad Wilkins and RoundPegg’s VP of Sales, David Lyon for “The Secret Weapon for Sales Recruiting” where you’ll learn firsthand how to: - Quickly identify promising candidates when your inbox is slammed with resumes - Cut through candidates’ sales pitches and uncover top sales talent - Use a candidate’s values profile to ask the right interview questions - Onboard new sales hires so they can ramp-up and produce revenue faster All this and other tips and tricks that Brad uses to hire and retain top sales talent.

1. The Secret Weapon for
Sales Recruiting:
How the #1 Recruiter in the
U.S. Builds High
Performing Sales Teams

2. David Lyon
VP Sales & Customer Success, RoundPegg

4. Brad Wilkins
Director, Talent Management and HR Services
Adcap Network Systems

5. Brad Wilkins
¡ 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

6. Brad Wilkins
Director, Talent Management and HR Services
Adcap Network Systems

7. 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

8. Why is hiring salespeople so hard? ?

9. 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
Challenges

10. Failure is Expensive
¡ Hard costs = 50% of annual comp
¡ Soft costs = 25% of annual comp
¡ Opportunity cost = X%
Turnover & Bad Fits

11. Is there a secret weapon for hiring? ?

12. 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
The Secret Weapon

13. Adcap & RoundPegg
How Adcap Network Systems started using RoundPegg

14. 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
Adcap Network Systems

15. RoundPegg Culture Baseline
¡ Shows most
important values vs
least
¡ Highlights conflict
values
¡ Broken down into
teams,
departments,
entire company

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

17. The Sales Hiring Challenge
¡ Top company to work for in Atlanta
¡ No experience required
¡ Can come from any background
¡ Anyone can find and apply
Entry Level Sales

18. The Sales Hiring Challenge
¡ 750 – 1,500 resumes received
¡ Most applicants have similar skills (none)
¡ Most industry background irrelevant
¡ Now what?
Result

19. 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 Questions

20. RoundPegg Culture Survey
¡ Quick 5 – 10 min
survey
¡ 9 most & least
important
¡ Applicant sees their
culture data as well

21. RoundPegg’s HirePegg Tools
¡ Shows a list applicants
& culture fit scores
¡ Easy to understand
archetypes

22. RoundPegg’s HirePegg Tools
¡ Sort by culture fit
¡ Concentrate on best-fit
candidates

23. 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

24. Candidates Own Their Profile
¡ Instant feedback
¡ Candidate gets login
and culture type info
¡ Printable “Cube
Guides”

25. RoundPegg for Interviewing
¡ Culture guide with
insight into values &
communication
¡ Behavioral interview
questions
¡ Cheat sheet for less
skilled for hiring
managers

26. 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
Business Outcomes

27. Culture in Onboarding
Using RoundPegg to onboard new sales hires

28. Traditional Onboarding
¡ Paperwork
¡ Brief introductions to teammates
¡ Mildly awkward lunch
¡ 3 - 6 months of learning how
management & employees operate
The Average Experience

29. 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

30. 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
Business Outcomes

31. Culture in Management
Using RoundPegg to manager strong sales teams

32. 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

33. TeamPegg for Managing Reps
¡ Guides and
comparisons
available to
managers
¡ See the dynamic,
potential
challenges and
compliments
¡ Easily understood
supportive actions

34. Managing with Culture Data
¡ Less employee conflict
¡ Conflicts resolved faster
¡ Conflicts turned to compliments
¡ More time working, less time politicking
Business Outcomes

35. 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

36. Questions
Please chat them in now ?

37. Brad Wilkins, Adcap Network Systems – bwilkins@adcapnet.com
David Lyon, RoundPegg –
david@roundpegg.com