the secret weapon for sales recruiting

The Secret Weapon for Sales Recruiting:

How the #1 Recruiter in the U.S. Builds High

Performing Sales Teams

Dav

id L

yon

VP Sales & Customer Success, RoundPegg

Brad

Wilk

ins

Director, Talent Management and HR Services Adcap Network Systems

Brad

Wilk

ins

¡  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

Brad

Wilk

ins

Director, Talent Management and HR Services Adcap Network Systems

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

Why is hiring salespeople so hard?

?

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

Cha

lleng

es

Failure is Expensive

¡  Hard costs = 50% of annual comp

¡  Soft costs = 25% of annual comp

¡  Opportunity cost = X%

Turn

over

& B

ad F

its

Is there a secret weapon for hiring?

?

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 Th

e Se

cret

Wea

pon

Adcap & RoundPegg How Adcap Network Systems started using RoundPegg

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

Adca

p N

etw

ork

Syst

ems

RoundPegg Culture Baseline

¡  Shows most important values vs least

¡  Highlights conflict

values

¡  Broken down into teams, departments, entire company

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

The Sales Hiring Challenge

¡  Top company to work for in Atlanta

¡  No experience required

¡  Can come from any background

¡  Anyone can find and apply En

try L

evel

Sal

es

The Sales Hiring Challenge

¡  750 – 1,500 resumes received

¡  Most applicants have similar skills (none)

¡  Most industry background irrelevant

¡  Now what?

Resu

lt

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

Que

stio

ns

RoundPegg Culture Survey

¡  Quick 5 – 10 min survey

¡  9 most & least

important

¡  Applicant sees their culture data as well

RoundPegg’s HirePegg Tools

¡  Shows a list applicants & culture fit scores

¡  Easy to understand

archetypes

RoundPegg’s HirePegg Tools

¡  Sort by culture fit ¡  Concentrate on best-fit

candidates

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

Candidates Own Their Profile

¡  Instant feedback ¡  Candidate gets login

and culture type info

¡  Printable “Cube Guides”

RoundPegg for Interviewing

¡  Culture guide with insight into values & communication

¡  Behavioral interview questions

¡  Cheat sheet for less skilled for hiring managers

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 Busin

ess O

utco

mes

Culture in Onboarding Using RoundPegg to onboard new sales hires

Traditional Onboarding

¡  Paperwork

¡  Brief introductions to teammates

¡  Mildly awkward lunch ¡  3 - 6 months of learning how

management & employees operate

The

Aver

age

Expe

rienc

e

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

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 Bu

sines

s Out

com

es

Culture in Management Using RoundPegg to manager strong sales teams

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

TeamPegg for Managing Reps

¡  Guides and comparisons available to managers

¡  See the dynamic, potential challenges and compliments

¡  Easily understood

supportive actions

Managing with Culture Data

¡  Less employee conflict

¡  Conflicts resolved faster

¡  Conflicts turned to compliments

¡  More time working, less time politicking

Busin

ess O

utco

mes

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

Questions Please chat them in now

?

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