How Technology Has Changed How Technology Has Changed The Attitudes, Profile and The Attitudes, Profile and

Performance of Today’s Directory Performance of Today’s Directory Sales ProfessionalSales Professional

Robert HawthornePresident

Hawthorne Executive SearchRobert@HawthorneSearch.com

Who We AreWho We AreThe Basis for My CommentsThe Basis for My Comments

Recruiting From “C” Level to Entry Level Sales Managers We do our homework Research

We identify the right people Strategic Recruiting

We work interactively with our clients Custom Consultation

We bring results Absolute Results

The Industry Leader in Directory & Interactive Media Recruiting. Experience: Total Years of Experience on Staff -- 50+ Average Salary Range on Search Projects: Typically 75k- 250k Geographic Scope: Completed searches in virtually every major and mid-sized

United States and Canadian city

Expertise in several industry segments/core functions: Publishing Advertising – CMRs & Full Service Agencies Media Online/Interactive Pharmaceutical

Recruitment of Sales Professionals Recruitment of Sales Professionals Is Changing Due to TechnologyIs Changing Due to Technology

Monster, Hotjobs, Yahoo JobsMonster, Hotjobs, Yahoo Jobs allows allows companies to attract candidates 24/7 vs. companies to attract candidates 24/7 vs. waiting on Sunday classified adswaiting on Sunday classified ads

HR now maintains HR now maintains extensive databasesextensive databases allowing them to develop lists of potential allowing them to develop lists of potential hires as soon a position openshires as soon a position opens

Potential Candidates – Potential Candidates – greater awarenessgreater awareness of of positions in their market to a far greater positions in their market to a far greater extent extent

Many candidates Many candidates “job hop”“job hop” Job they accept today is being used as a Job they accept today is being used as a

springboard to tomorrows job opportunityspringboard to tomorrows job opportunityLooking for career opportunities not just “job”Looking for career opportunities not just “job”

Recruitment of Sales Professionals Recruitment of Sales Professionals Is Changing Due to TechnologyIs Changing Due to Technology

Competition for top talent much greater with virtual sales opportunities, and chance to work for companies without physical presence in market more prevalent

2 out of 3 sales professionals we contact say they are “open to making a change within the next six months if the right job comes along.”

Companies must “re-recruit” their existing sales force or they will have huge turnover issues

Today’s Sales Professional:Today’s Sales Professional:What Do They WantWhat Do They Want

What Role Does Technology Play?What Role Does Technology Play?

Strong Base Salary/Guaranteed Compensation:

Horror stories of unpaid commissions, etc. they want up front money

Strong leadership, mentorship: Selling in a virtual/online world they feel like an

island Want someone to get them excited about what

they are doing & their performance is vital. Sell state of the art product/service that will

enable them to build their resume Must sell something “technologically relevant”

don’t want to be a dinosaur

Today’s Sales Professional:Today’s Sales Professional:What Do They WantWhat Do They Want

What Role Does Technology Play?What Role Does Technology Play? Younger generation: constant reassurance on

job performance, intangibles beyond comp Benefits: hot button issue with the rising

costs of healthcare. Employees want more than just $$$ in a paycheck

Technology which enhances their sales performance, not serve as a barrier.

o Money is NOT the only reason why people leave a company- Sales professionals want flexibility, i.e. work from home, etc, autonomy, need to believe in the product and service they are selling

Make Your Company Attractive to Make Your Company Attractive to Potential and In-House Sales Potential and In-House Sales

ProfessionalsProfessionals Best talent never looks for a “job”; they are

looking for career advancement opportunities. No one home grows talent like the directory

industry Offer feedback and appreciation beyond

strictly $$$ Rewards, Recognition, Flexibility for established producers

John Wooden: “I treat my best players differently than others because they have earned it.”

Sell Your IYP/Online Aspect to attract those who want a sales career in a technology driven marketplace

Make Your Company Attractive to Make Your Company Attractive to Potential and In-House Sales Potential and In-House Sales

ProfessionalsProfessionals While stressing print roots, don’t let

candidate marketplace view you as a print based product with limited online applications

Next generation of sales professionals often don’t do career search in traditional or mainstream arenas, use micro-sites, wireless, handheld- tomorrows sales people aren’t looking in the newspaper, or often either on monster board.

Other Factors:Other Factors: 50% of all employees are “open to a job change”

nearly 66% of sales representatives we asked said they would make a change

Average Turnover nationally—15%, Sales 50% plus

Average tenure in today’s workforce is now under 4 years

In Your Business -- #1 isn’t your Advertisers or Stockholders: It is Your Employees, and particularly your sales force.– If employees are happy, customers get the service expected,

stockholders get return on their investment

Other Factors (Part 2)Other Factors (Part 2) Turnover costs money: recruiting costs,

training, lost productivity, lost sales, etc. Someone is trying to recruit your best sales

representative, sales manager, director, etc. Are you sure they are loyal?

Sales representatives today don’t want to sign non-competes -- huge issue on the horizon

Today’s employee has limited company loyalty. They view companies in for themselves, causing them to think the same way

Contact Information:Contact Information:

Robert HawthorneEmail: Robert@HawthorneSearch.comWebsite: www.HawthorneSearch.comOffice: 910-798-1800Cell: 910-297-8729