the secret weapon for sales recruiting

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

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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.

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Page 1: 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

Page 2: The Secret Weapon for Sales Recruiting

Dav

id L

yon

VP Sales & Customer Success, RoundPegg

Page 3: The Secret Weapon for Sales Recruiting
Page 4: The Secret Weapon for Sales Recruiting

Brad

Wilk

ins

Director, Talent Management and HR Services Adcap Network Systems

Page 5: The Secret Weapon for Sales Recruiting

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

Page 6: The Secret Weapon for Sales Recruiting

Brad

Wilk

ins

Director, Talent Management and HR Services Adcap Network Systems

Page 7: The Secret Weapon for Sales Recruiting

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

Page 8: The Secret Weapon for Sales Recruiting

Why is hiring salespeople so hard?

?

Page 9: The Secret Weapon for Sales Recruiting

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

Page 10: The Secret Weapon for Sales Recruiting

Failure is Expensive

¡  Hard costs = 50% of annual comp

¡  Soft costs = 25% of annual comp

¡  Opportunity cost = X%

Turn

over

& B

ad F

its

Page 11: The Secret Weapon for Sales Recruiting

Is there a secret weapon for hiring?

?

Page 12: The Secret Weapon for Sales Recruiting

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

Page 13: The Secret Weapon for Sales Recruiting

Adcap & RoundPegg How Adcap Network Systems started using RoundPegg

Page 14: The Secret Weapon for Sales Recruiting

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

Page 15: The Secret Weapon for Sales Recruiting

RoundPegg Culture Baseline

¡  Shows most important values vs least

¡  Highlights conflict

values

¡  Broken down into teams, departments, entire company

Page 16: The Secret Weapon for Sales Recruiting

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

Page 17: The Secret Weapon for Sales Recruiting

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

Page 18: The Secret Weapon for Sales Recruiting

The Sales Hiring Challenge

¡  750 – 1,500 resumes received

¡  Most applicants have similar skills (none)

¡  Most industry background irrelevant

¡  Now what?

Resu

lt

Page 19: The Secret Weapon for Sales Recruiting

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

Page 20: The Secret Weapon for Sales Recruiting

RoundPegg Culture Survey

¡  Quick 5 – 10 min survey

¡  9 most & least

important

¡  Applicant sees their culture data as well

Page 21: The Secret Weapon for Sales Recruiting

RoundPegg’s HirePegg Tools

¡  Shows a list applicants & culture fit scores

¡  Easy to understand

archetypes

Page 22: The Secret Weapon for Sales Recruiting

RoundPegg’s HirePegg Tools

¡  Sort by culture fit ¡  Concentrate on best-fit

candidates

Page 23: The Secret Weapon for Sales Recruiting

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

Page 24: The Secret Weapon for Sales Recruiting

Candidates Own Their Profile

¡  Instant feedback ¡  Candidate gets login

and culture type info

¡  Printable “Cube Guides”

Page 25: The Secret Weapon for Sales Recruiting

RoundPegg for Interviewing

¡  Culture guide with insight into values & communication

¡  Behavioral interview questions

¡  Cheat sheet for less skilled for hiring managers

Page 26: The Secret Weapon for Sales Recruiting

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

Page 27: The Secret Weapon for Sales Recruiting

Culture in Onboarding Using RoundPegg to onboard new sales hires

Page 28: The Secret Weapon for Sales Recruiting

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

Page 29: The Secret Weapon for Sales Recruiting

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

Page 30: The Secret Weapon for Sales Recruiting

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

Page 31: The Secret Weapon for Sales Recruiting

Culture in Management Using RoundPegg to manager strong sales teams

Page 32: The Secret Weapon for Sales Recruiting

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

Page 33: The Secret Weapon for Sales Recruiting

TeamPegg for Managing Reps

¡  Guides and comparisons available to managers

¡  See the dynamic, potential challenges and compliments

¡  Easily understood

supportive actions

Page 34: The Secret Weapon for Sales Recruiting

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

Page 35: The Secret Weapon for Sales Recruiting

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

Page 36: The Secret Weapon for Sales Recruiting

Questions Please chat them in now

?

Page 37: The Secret Weapon for Sales Recruiting

Brad Wilkins, Adcap Network Systems – [email protected] David Lyon, RoundPegg – [email protected]