how to compete for sales talent

Confidential and Proprietary © Glassdoor, Inc. 2008-2015

How to Compete for Sales TalentAgainst Better Paying Companies


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Featured Speakers

Lisa HoldenEmployer CommunicationsManager at [email protected]

Lauren McNiffSr. Programs Manager, Self Service at Glassdoor

[email protected]

Rob JeppsenSVP Sales and General Manager

at [email protected]


Agenda

• Supply and Demand of Sales Talent• Considerations for Developing Your Sales Recruiting Strategy

• Five Tips for Beating Higher Paying Companies


#GDChat


Competition for Sales Talent Is Steep

MORE THAN 66,291corporate and account sales positions open across the United StatesBased on GlassdoorResearch Report: Highest Paying Cities & Companies for Sales Jobs


Quality Sales Talent ≠ Dime a Dozen

• Missed Sales Opportunities

• Damage to your Brand or Company Reputation

• Increased Turnover Costs

Making the wrong sales hire can seriously impact business:


What Motivates Sales Professionals to Explore Other Opportunities

Who Your Competition Is

Where Your Competition is Located

What You Need to Know


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)


Audience Poll


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)


Identifying the Competition


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


Know Where Your Competition Is Located

Highest Paying Cities for Sales Jobs

Based on GlassdoorResearch Report: Highest Paying Cities & Companies for Sales Jobs


Know Who’s Handing Outthe Biggest Paycheck

Based on GlassdoorResearch Report: Highest Paying Cities & Companies for Sales Jobs


5 Tips for Competing AgainstBigger Paychecks


Audience Poll


Managers Play a Critical Role in Sustainment

4X

Chart taken from CEB “The Challenger Sale” Training


Step 1: Invest in Coaching and Mentoring

Provide a growing company feel, but provide a mature company experience


-80%

-60%

-40%

-20%

0%

20%

40%

60%

80%

Low Performer Low to Avg

Performer Avg Performer Avg to Star Performer Star

Performer

Good Coaching

Poor Coaching

Impact of Coaching

Chart taken from CEB Report: The Anatomy of a World-Class Sales Organization (2011)


Step 2: Provide Sales Talent With an Unbeatable Opportunity

For GROWTH. For EXPERIENCE.For NETWORKING.


Benefits of Networking

Gaining & Delivering Professional Advice

Confidence Boost

Forming Business Partnerships and Generating Leads

Building a Reputation/Profile


Build a Referral Program

68%of sales professionals are more likely to apply to a companythat a friend recommends

45%of sales professionalshear about opportunitiesfrom former co-workers

35%of sales professionalshear about opportunitiesfrom social media

22%of sales professionals hearabout new job opportunitiesfrom networking events



Step 3: Be Transparent About the Pros and Cons About Your Company

value when a recruiteris transparent about thepros and cons

76%



Pay Fairly, but Focus on the Benefits

SALARY IS THE #1 FACTORpeople consider when choosing

where to work.Glassdoor Survey: How to Recruit Sales Professionals (2014)


What and Where They’re Selling Matters

would accept less money to work at a company selling something compelling

78%


are likely to accept less money to work at a company with a great culture

71%


Step 4: Hire a Rookie

2.8 MILLION GRADSwill enter the job market in 2015

Goodman, Leah. Millennial College Graduates: Young, Educated, Jobless. Newsweek U.S. (2015)


Step 5: Advertise Your Jobs Strategically

of sales professionals learn about job opportunities from online job sites

75%



Questions?

how to compete for sales talent

Recruiting & HR

proprietary glassdoor

corporate sales

glassdoor survey

account sales jobs

glassdoor research report

glassdoor research methodology

quality sales talent

account sales positions