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RECRUITING + SALES = SUCCESS The Salesforce.com Story
Mike Hulse APAC Director of Recruiting
$2B Revenue
2010
GLOBAL REVENUE GROWTH
$0B Revenue
1999
$1B Revenue
2009
4,800 Employees
2010
4 Employees
1999
GLOBAL HEADCOUNT GROWTH
2011 THE GLOBAL STORY
SALESFORCE IN
250-350 HIRES PER QTR
REACTIVE TRADITIONAL
SCRAPPY
SALESFORCE IN
2011 SALESFORCE IN
52 RECRUITERS
HIGH MIX OF 12-MONTH CONTRACTORS
HIGH CHURN
MANAGED CAPACITY BY ‘FEEL’
SALESFORCE IN
2011 SALESFORCE IN
39% REFERRAL RATE
INNOVATIVE PROGRAMS BLACK HOLE PROCESS
LOST TRUST
SALESFORCE IN
2011 SALESFORCE IN
ZERO DATA VISIBILITY
SPREADSHEETS & GOOGLE DOCS GALORE
TIME INTENSIVE
INCONSISTENT DATA
2011 SALESFORCE IN
WE WERE GETTING IT DONE BUT IT WAS PAINFUL & UNSUSTAINABLE
LIMITED WORK LIFE BALANCE
SALESFORCE IN
2011 SALESFORCE IN
THE AUSTRALIA STORY
SALESFORCE IN
2011 SALESFORCE IN
1 PERM AND 1 CONTRACT RECRUITER
LOW VISIBILITY EMPLOYMENT BRAND
150 EMPLOYEES
POOR CANDIDATE EXPERIENCE CHAOTIC SCRAMBLE FOR CANDIDATES
HIRING MANAGER DISCONTENT
ZERO REPORTING
AGENCY FREE- FOR- ALL
LINKEDIN AMATEUR HOUR. ZERO RECRUITER LICENCES
SUPER FAST GROWTH REQUIRED SALESFORCE
IN
2011 SALESFORCE IN
FROM HYPERGROWTH
TO
UBER-HYPERGROWTH
4 Employees
1999
4,800 Employees
2010
11,000 Employees
2012
Our budget
OH SHIT!
WHO CAN HELP?
NUMBER OF CUSTOMERS
3,500 Customers
2002
72,500 Customers
2010
SO WHY NOT
MIRROR SALES?
RECRUITING = SALES?
BOTH HAVE INBOUND LEADS BOTH HAVE PROSPECTING
BOTH HAVE A SALES CYCLE
BOTH HAVE QUOTAS
BOTH HAVE OPERATIONS BOTH HAVE FORECASTS
BOTH NEED CLOSERS
BOTH HAVE MARKETING
BOTH HAVE COMPETITION
WHAT WE DID
3 THINGS
RE-ORGANIZED TO MIRROR SALES 1
SALES RECRUITING PRODUCT
MARKETING
COMPETITIVE INTELLIGENCE
SALES COORDINATOR
INBOUND LEAD GENERATION
OUTBOUND LEAD GENERATION
ACCOUNT EXECUTIVE
SALES OPERATIONS
BIG DEAL ACCOUNT EXECUTIVE
CAREERS MARKETING
RECRUITING RESEARCH
RECRUITING COORDINATOR
INBOUND CANDIDATE SOURCING
OUTBOUND CANDIDATE SOURCING
RECRUITER
RECRUITING OPERATIONS
EXECUTIVE RECRUITING
12345678
N E W
N E W
N E W
N E W
RECRUITING COORDINATOR
INBOUND SOURCING
OUTBOUND SOURCING
RECRUITER
INBOUND LEAD GEN
OUTBOUND LEAD GEN
ACCOUNT EXEC
EXEC RECRUITER
BIG DEAL ACCOUNT EXEC
INBOUND
OUTBOUND
CLOSERS
WHALES
HIRE HERE
SALES
RECRUITIN
G
SALES COORDINATOR
OPS INTELLIGENCE
MARKETING
OPS RESEARCH MARKETING
REFRESHED OUR TECHNOLOGY 2
REFINED OUR ATS TO TRACK KEY METRICS
John Smith
John Smith
John Smith
John Smith
Taylor Jones
Taylor Jones
A CRM SEEMED OBVIOUS
BUILT A RESEARCH SERVICE
ALL IN WITH LINKEDIN
DATA IS THE NEW BLACK 3
"If we have data, let's look at data.
If all we have are opinions, let's go with mine."
-Jim Barksdale, former CEO Netscape
MATCHED SALES REPORTING
LINKEDIN RECRUITING ANALYTICS
WE GOT PROACTIVE
Com
petit
or N
ames
Hid
den
Salesforce Talent Flows (RED = “Departures To” , GREEN = “Arrival From”)
THE RESULTS
>1000 PER QUARTER
GLOBALLY
HIRING CAPACITY
Significant% GLOBALLY
PRODUCTIVITY
60% LOCALLY
51% SOURCE OF HIRE
REFERRAL RATE
50% LOCALLY
1/2 OF SALESFORCE
AVERAGE GLOBALLY
ZERO ATTRITION
LOCALLY
ATTRITION
73% MORE
ARROGANT YEAR OVER YEAR
MIKE’S EGO
BUSINESS CONFIDENCE
MEETING TARGETS DRIVING STRATEGY
BUILDING TRUST
KEY TAKEAWAYS
BUILD A SALES ORG (SMBs can combine some functions but the principle of specialists that
mirror sales still applies; THINK like a sales organisation)
INVEST IN A TECHNOLOGY FOUNDATION (SMBs can use a cloud based ATS and only pay for the functionality you need)
ENMBRACE & LEAD WITH DATA (Companies of all sizes can get a lot of the data you need from LinkedIn)