recruiting + sales = success: the salesforce.com story | talent connect sydney 2014
TRANSCRIPT
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RECRUITING + SALES = SUCCESS The Salesforce.com Story
Mike Hulse APAC Director of Recruiting
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$2B Revenue
2010
GLOBAL REVENUE GROWTH
$0B Revenue
1999
$1B Revenue
2009
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4,800 Employees
2010
4 Employees
1999
GLOBAL HEADCOUNT GROWTH
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2011 THE GLOBAL STORY
SALESFORCE IN
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250-350 HIRES PER QTR
REACTIVE TRADITIONAL
SCRAPPY
SALESFORCE IN
2011 SALESFORCE IN
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52 RECRUITERS
HIGH MIX OF 12-MONTH CONTRACTORS
HIGH CHURN
MANAGED CAPACITY BY ‘FEEL’
SALESFORCE IN
2011 SALESFORCE IN
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39% REFERRAL RATE
INNOVATIVE PROGRAMS BLACK HOLE PROCESS
LOST TRUST
SALESFORCE IN
2011 SALESFORCE IN
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ZERO DATA VISIBILITY
SPREADSHEETS & GOOGLE DOCS GALORE
TIME INTENSIVE
INCONSISTENT DATA
2011 SALESFORCE IN
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WE WERE GETTING IT DONE BUT IT WAS PAINFUL & UNSUSTAINABLE
LIMITED WORK LIFE BALANCE
SALESFORCE IN
2011 SALESFORCE IN
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THE AUSTRALIA STORY
SALESFORCE IN
2011 SALESFORCE IN
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1 PERM AND 1 CONTRACT RECRUITER
LOW VISIBILITY EMPLOYMENT BRAND
150 EMPLOYEES
POOR CANDIDATE EXPERIENCE CHAOTIC SCRAMBLE FOR CANDIDATES
HIRING MANAGER DISCONTENT
ZERO REPORTING
AGENCY FREE- FOR- ALL
LINKEDIN AMATEUR HOUR. ZERO RECRUITER LICENCES
SUPER FAST GROWTH REQUIRED SALESFORCE
IN
2011 SALESFORCE IN
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FROM HYPERGROWTH
TO
UBER-HYPERGROWTH
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4 Employees
1999
4,800 Employees
2010
11,000 Employees
2012
Our budget
OH SHIT!
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WHO CAN HELP?
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NUMBER OF CUSTOMERS
3,500 Customers
2002
72,500 Customers
2010
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SO WHY NOT
MIRROR SALES?
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RECRUITING = SALES?
BOTH HAVE INBOUND LEADS BOTH HAVE PROSPECTING
BOTH HAVE A SALES CYCLE
BOTH HAVE QUOTAS
BOTH HAVE OPERATIONS BOTH HAVE FORECASTS
BOTH NEED CLOSERS
BOTH HAVE MARKETING
BOTH HAVE COMPETITION
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WHAT WE DID
3 THINGS
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RE-ORGANIZED TO MIRROR SALES 1
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SALES RECRUITING PRODUCT
MARKETING
COMPETITIVE INTELLIGENCE
SALES COORDINATOR
INBOUND LEAD GENERATION
OUTBOUND LEAD GENERATION
ACCOUNT EXECUTIVE
SALES OPERATIONS
BIG DEAL ACCOUNT EXECUTIVE
CAREERS MARKETING
RECRUITING RESEARCH
RECRUITING COORDINATOR
INBOUND CANDIDATE SOURCING
OUTBOUND CANDIDATE SOURCING
RECRUITER
RECRUITING OPERATIONS
EXECUTIVE RECRUITING
12345678
N E W
N E W
N E W
N E W
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RECRUITING COORDINATOR
INBOUND SOURCING
OUTBOUND SOURCING
RECRUITER
INBOUND LEAD GEN
OUTBOUND LEAD GEN
ACCOUNT EXEC
EXEC RECRUITER
BIG DEAL ACCOUNT EXEC
INBOUND
OUTBOUND
CLOSERS
WHALES
HIRE HERE
SALES
RECRUITIN
G
SALES COORDINATOR
OPS INTELLIGENCE
MARKETING
OPS RESEARCH MARKETING
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REFRESHED OUR TECHNOLOGY 2
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REFINED OUR ATS TO TRACK KEY METRICS
John Smith
John Smith
John Smith
John Smith
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Taylor Jones
Taylor Jones
A CRM SEEMED OBVIOUS
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BUILT A RESEARCH SERVICE
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ALL IN WITH LINKEDIN
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DATA IS THE NEW BLACK 3
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"If we have data, let's look at data.
If all we have are opinions, let's go with mine."
-Jim Barksdale, former CEO Netscape
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MATCHED SALES REPORTING
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LINKEDIN RECRUITING ANALYTICS
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WE GOT PROACTIVE
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Com
petit
or N
ames
Hid
den
Salesforce Talent Flows (RED = “Departures To” , GREEN = “Arrival From”)
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THE RESULTS
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>1000 PER QUARTER
GLOBALLY
HIRING CAPACITY
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Significant% GLOBALLY
PRODUCTIVITY
60% LOCALLY
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51% SOURCE OF HIRE
REFERRAL RATE
50% LOCALLY
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1/2 OF SALESFORCE
AVERAGE GLOBALLY
ZERO ATTRITION
LOCALLY
ATTRITION
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73% MORE
ARROGANT YEAR OVER YEAR
MIKE’S EGO
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BUSINESS CONFIDENCE
MEETING TARGETS DRIVING STRATEGY
BUILDING TRUST
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KEY TAKEAWAYS
BUILD A SALES ORG (SMBs can combine some functions but the principle of specialists that
mirror sales still applies; THINK like a sales organisation)
INVEST IN A TECHNOLOGY FOUNDATION (SMBs can use a cloud based ATS and only pay for the functionality you need)
ENMBRACE & LEAD WITH DATA (Companies of all sizes can get a lot of the data you need from LinkedIn)