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How to Compete for Sales Talent

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How  to  Compete  for  Sales  Talent Against  Better  Paying  Companies Confidential   and   Proprietary  ©  Glassdoor,   Inc.   2008-­2015


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Webinar  Tips  for  Attendees • You  can  connect  to  audio  using  your   computer’s  microphone  and  speakers.   • Or,  you  may  select  “Use  Telephone”   after  joining  the  Webinar. • All  lines  will  be  muted  to  avoid   background  noise. • You  can  ask  questions  at  any  time  by   typing  them  into  the  Questions  Pane. Confidential   and   Proprietary  ©  Glassdoor,   Inc.   2008-­2015


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Featured  Speakers Lisa  Holden Lauren  McNiff Employer   Communications Manager   at  Glassdoor Sr.  Programs   Manager,   Self   Service  at  Glassdoor Lisa.Holden@Glassdoor.com Lauren.McNiff@Glassdoor.com Rob  Jeppsen SVP  Sales  and  General  Manager at  HireVue RJeppsen@hirevue.com Confidential   and   Proprietary  ©  Glassdoor,   Inc.   2008-­2015


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Agenda • Supply  and  Demand  of  Sales  Talent • Considerations  for  Developing  Your   Sales  Recruiting  Strategy • Five  Tips  for  Beating  Higher   Paying  Companies   Confidential   and   Proprietary  ©  Glassdoor,   Inc.   2008-­2015


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#GDChat Confidential   and   Proprietary  ©  Glassdoor,   Inc.   2008-­2015


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Competition  for  Sales  Talent  Is  Steep MORE  THAN  66,291 corporate  and  account  sales  positions   open  across  the  United  States Based  on  Glassdoor Research  Report:  Highest  Paying  Cities  &  Companies  for  Sales  Jobs Confidential   and   Proprietary  ©  Glassdoor,   Inc.   2008-­2015


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Quality  Sales  Talent  ≠  Dime  a  Dozen Making the wrong sales hire can seriously impact business: • Missed  Sales  Opportunities   • Damage  to  your  Brand  or   Company  Reputation • Increased  Turnover  Costs Confidential   and   Proprietary  ©  Glassdoor,   Inc.   2008-­2015


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What  You  Need  to  Know What  Motivates  Sales  Professionals   to  Explore  Other  Opportunities Who  Your  Competition  Is Where  Your  Competition  is  Located Confidential   and   Proprietary  ©  Glassdoor,   Inc.   2008-­2015


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Sales  Pros  Are  Open  to  Jumping  Ship 68% of  sales  professionals   plan  to  look  for  a  new  job   in  the  next  year Glassdoor  Survey:  How  to  Recruit  Sales  Professionals  (2014)   Confidential   and   Proprietary  ©  Glassdoor,   Inc.   2008-­2015


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Audience  Poll Confidential   and   Proprietary  ©  Glassdoor,   Inc.   2008-­2015


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Most  Common  Reasons   Sales  Pros  Will  Leave  a  Job 1 Salary  and  Compensation 2 Career  Growth  Opportunities 3 Company  Culture 4 Relationship   With  Manager 5 Senior  Leadership 72% 65% 48% 46% 38% Glassdoor  Survey:  How  to  Recruit  Sales  Professionals  (2014)   Confidential   and   Proprietary  ©  Glassdoor,   Inc.   2008-­2015


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Identifying  the  Competition Confidential   and   Proprietary  ©  Glassdoor,   Inc.   2008-­2015


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Glassdoor  Research  Methodology Highest Paying Cities & Companies for Sales Jobs • Reviewed  total  pay  and  job  openings   of  80+  U.S.  cities • Compiled  highest  median  total   compensation  for  corporate  and   account  sales  jobs • ≥50  salary  reports  for  account  and   corporate  sales  (excludes  retail) Confidential   and   Proprietary  ©  Glassdoor,   Inc.   2008-­2015


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Know  Where  Your  Competition  Is  Located Highest  Paying  Cities  for  Sales  Jobs Based  on  Glassdoor Research  Report:   Highest  Paying  Cities  &  Companies  for  Sales  Jobs Confidential   and   Proprietary  ©  Glassdoor,   Inc.   2008-­2015


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Know  Who’s  Handing  Out the  Biggest  Paycheck Based  on  Glassdoor Research  Report:  Highest  Paying  Cities  &  Companies  for  Sales  Jobs Confidential   and   Proprietary  ©  Glassdoor,   Inc.   2008-­2015


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5  Tips  for  Competing  Against Bigger  Paychecks Confidential   and   Proprietary  ©  Glassdoor,   Inc.   2008-­2015


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Audience  Poll Confidential   and   Proprietary  ©  Glassdoor,   Inc.   2008-­2015


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Managers  Play  a  Critical  Role  in  Sustainment 4X Chart  taken  from  CEB  “The  Challenger  Sale”  Training   Confidential   and   Proprietary  ©  Glassdoor,   Inc.   2008-­2015


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Step 1: Invest  in  Coaching  and  Mentoring Provide  a  growing  company  feel, but   provide  a  mature  company  experience Confidential   and   Proprietary  ©  Glassdoor,   Inc.   2008-­2015


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Impact  of  Coaching 80% 60% 40% 20% Good Coaching 0% -20% -40% Low Performer Low to Avg Performer Poor Coaching Avg Performer Avg to Star Performer Star Performer -60% -80% Chart  taken  from  CEB  Report:  The  Anatomy  of  a  World-­Class  Sales  Organization  (2011) Confidential   and   Proprietary  ©  Glassdoor,   Inc.   2008-­2015


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Step 2: Provide  Sales  Talent   With  an  Unbeatable  Opportunity For  GROWTH.  For  EXPERIENCE. For  NETWORKING. Confidential   and   Proprietary  ©  Glassdoor,   Inc.   2008-­2015


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Benefits  of  Networking Gaining  &  Delivering  Professional   Advice Confidence  Boost Forming  Business  Partnerships   and  Generating  Leads Building  a  Reputation/Profile Confidential   and   Proprietary  ©  Glassdoor,   Inc.   2008-­2015


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Build  a  Referral  Program 68% 45% of  sales  professionals  are  more   likely  to  apply to  a  company that  a  friend  recommends of  sales  professionals hear  about  opportunities from  former  co-­workers 35% 22% of  sales  professionals hear  about  opportunities from  social  media of  sales  professionals  hear about  new  job  opportunities from  networking  events Glassdoor  Survey:  How  to  Recruit  Sales  Professionals  (2014)   Confidential   and   Proprietary  ©  Glassdoor,   Inc.   2008-­2015


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Step 3: Be  Transparent  About  the   Pros  and  Cons  About  Your  Company 76% value  when  a  recruiter is  transparent  about  the pros  and  cons Glassdoor  Survey:  How  to  Recruit  Sales  Professionals  (2014)   Confidential   and   Proprietary  ©  Glassdoor,   Inc.   2008-­2015


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Pay  Fairly,  but  Focus  on  the  Benefits SALARY  IS  THE  #1  FACTOR people  consider  when  choosing where  to  work. Glassdoor  Survey:  How  to  Recruit  Sales  Professionals  (2014)   Confidential   and   Proprietary  ©  Glassdoor,   Inc.   2008-­2015


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What  and  Where  They’re  Selling  Matters 78% would  accept  less  money   to  work  at  a  company   selling  something  compelling 71% are  likely  to  accept  less   money to  work  at  a  company   with  a  great  culture Glassdoor  Survey:  How  to  Recruit  Sales  Professionals  (2014)   Confidential   and   Proprietary  ©  Glassdoor,   Inc.   2008-­2015


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Step 4: Hire  a  Rookie 2.8  MILLION  GRADS will  enter  the  job  market  in  2015 Goodman,  Leah.  Millennial  College  Graduates:  Young,  Educated,  Jobless.  Newsweek  U.S.  (2015)   Confidential   and   Proprietary  ©  Glassdoor,   Inc.   2008-­2015


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Step 5: Advertise  Your  Jobs  Strategically 75% of  sales  professionals  learn   about  job  opportunities  from   online  job  sites Glassdoor  Survey:  How  to  Recruit  Sales  Professionals  (2014)   Confidential   and   Proprietary  ©  Glassdoor,   Inc.   2008-­2015


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Questions? Confidential   and   Proprietary  ©  Glassdoor,   Inc.   2008-­2015


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