Learn more about how to compete for sales talent against better paying companies in this Glassdoor x Recruiting Trends webinar.

1. How
to
Compete
for
Sales
Talent
Against
Be6er
Paying
Companies
October
7,
2015
Courtesy
of:

2. Tips
for
using
WebEx
• Receiving
Teleconference
Info
• The
chat
box
(asking
quesKons/tech
issues)

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

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

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

6. Confidential and Proprietary © Glassdoor, Inc. 2008-2015
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

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

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

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

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

11. Confidential and Proprietary © Glassdoor, Inc. 2008-2015
Glassdoor Research Methodology
• 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)
Highest Paying Cities & Companies for Sales Jobs

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

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

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

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

16. Confidential and Proprietary © Glassdoor, Inc. 2008-2015
The Case for Coaching
Coaching Drives
Performance
4X
More Than Just Outcomes…
Retention

17. Confidential and Proprietary © Glassdoor, Inc. 2008-2015
What should be our Defensible Advantage…
Direct Manager Needs to Coach A Manager’s Greatest Weakness

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

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

20. Confidential and Proprietary © Glassdoor, Inc. 2008-2015
A Resume Only Tells You So Much
Take Leonardo da Vinci’s from 1482.

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

22. Confidential and Proprietary © Glassdoor, Inc. 2008-2015
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)

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

24. Confidential and Proprietary © Glassdoor, Inc. 2008-2015
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)

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

26. SHRM Staffing Management Conference & Exposition
Ques2ons?

27.
Thank
you
for
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us!
• A
recording
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Kme:
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• This
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If
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registraKon
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• Please
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