agency new business hiring ebook

HIRING A NEWBUSINESS DIRECTORFOR YOUR AGENCYWHAT YOU NEED TO KNOW

Learn about who,when, and how to hirefor maximum ROI and

retention

www.DuvalPartnership.com | © Duval Partnership 2016. All Rights Reserved. 2

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1 2016 study of 782 agency leaders, mostly (66%) from smaller agencies (10 or fewer employees).

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Is your agency set up for

new business success? In Hubspot's

Agency Pricing and Financial Report,

less than half (46%) of agency leaders

surveyed indicated they were either

“satisfied” or “very satisfied” with their

agency’s positioning. 43% of them

have not developed a strong

positioning statement.


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TIP: Don’t neglect cultural fit. Culture

is so important that some agencies

look for cultural fit before anything

else. What is your agency’s culture,

and how does it apply to hires that

may not be in creative roles? What

qualities and values should someone

have to mesh well with your culture?


TIP: Avoid using a descending sliding scale for commission percentage (i.e., 6% for

closing up to $300,000 in new business; 5% for closing between $300,000-

$500,000; 4% for closing over $500,000). Though some organizations use such a

scale, it will likely de-motivate your salespeople. Your compensation plan should

incentivize the behavior you want, not work against it.


2 The Dice-DFH Vacancy Duration Measure found employers take 25-58 working days to fill positions, or 5-12

weeks.

http://dhihiringindicators.com/


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https://www.sandler.com/


3 John Heenan’s survey of over 150 marketers.

http://www.jheenan.com/2016/01/what-do-marketers-really-want.html


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4 On Hubspot’s Agency Post.

5 This was a figure used previously by John Heenan as an average for small to mid-size agencies

6 According to CSO Insights (pdf).

7 As in this Act-On case study.

8 Mirren/RSW-US.

http://blog.hubspot.com/agency/hiring-wrong-agency-new-business#sm.0000v4pcaflvsetksso24rlzhi91u

https://medium.com/@jheenan/why-do-agency-owners-fire-their-business-development-person-1d3642c16930#.jllx1gdru

https://www.csoinsights.com/MHRI/media/CSO/sample-reports/2015SPO-Sample-Page.pdf

https://www.act-on.com/casestudy/starshot/

http://www.rswus.com/survey/2014-rswus-agency-marketer-new-business-report/


9 See “4 Reasons Why Your New Business Exec Is About to Quit” by Brian Moseley on the Hubspot Agency Post.

10 Dr. Brad Smart of Topgrading has done studies pegging the average cost of a sales mis-hire at as much as six

times their base salary; others have said its closer to 3-4 times base salary. 11

Total costs for salary, employment tax, benefits are roughly 1.24-4x base salary, per Joe Hadzima, MIT. (So for $75-150K salary, the cost of benefits might be $22-45K).

http://www.salespoint.sandler.com/blog_article/show/16871

http://blog.hubspot.com/agency/new-biz-exec-quit#sm.000rmukghqf5egk11kv1bgmug7bs7

http://web.mit.edu/e-club/hadzima/how-much-does-an-employee-cost.html


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Farmer icon, page 7: © majivecka / 123RF Stock Photo

Scale icon, page 11, © olegdudko / 123RF Stock Photo

Puzzle piece, page 13, © anaken2012 / 123RF Stock Photo

Hiring, page 17, © faithie / 123RF Stock Photo

Rolodex, page 20, © homestudio / 123RF Stock Photo

Calculator, page 29, © captainvector / 123RF Stock Photo

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http://info.duvalpartnership.com/subscribe-agency-new-business-blog-duval

http://info.duvalpartnership.com/agency-outsourcing-pamphlet-thank-you-0

http://info.duvalpartnership.com/blog/how-to-tell-if-outsourced-biz-dev-can-help-your-agency

http://info.duvalpartnership.com/blog/if-you-cant-sell-how-can-your-agency-close-new-business

http://info.duvalpartnership.com/blog/how-an-agency-brand-audit-can-boost-your-new-business

http://info.duvalpartnership.com/blog/7-steps-to-eliminate-unqualified-agency-sales-prospects

agency new business hiring ebook

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