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An Ecosystem Approach to Close More Passive Talent

Jennifer  JohnstonHead  of  Global  Employer  Branding

Salesforce

@jjjohnstonsf

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In the War for Talent . . . Scarcity is the New Reality!

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Power is Continuing to Shift to the Candidate

Survey of 2,000 executive, professional and managerial US-based recruiters

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Is Your Approach to Recruiting Ready?

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In  some  of  the  toughest  talent  segments  (sales/tech)  and  toughest  locationsOur Challenge: Hire 5,000 People This Year

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Our Ecosystem Approach to Recruiting

Qualifying  and  

Mapping

Engaging  Employee  Experience

Everyone  engaged  and  enabled  

to  sell  our  EVP

Across  the  full  lifecycle  lead        prospect  

candidate        employee  referrer

Targeted  Lead  

Generation

Amazing  Candidate  Experience

Prequalified  Prospect  Nurturing

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Define  your  audience  and  drive  leads  in  a  highly  targeted  way1. Targeted Lead Generation

Advertising ResearchReferrals  

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Use Data to Disrupt and Change Up Your Tactics

Reality  Common  Traits  of  Top  100

• Salesforce  Power  User  • Monthly  Close  Cadence• Storytelling  Sales  Training

Perception  of  Hiring  Managers

Only  people  with  software  sales  

experience  will  succeed  here

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Drive  interest  only  with  people  with  a  high  probability  of  hire2. Qualifying and Mapping

Qualify  All  Incoming  Leads

Map  to  Campaigns

Feed  to  Reqs

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Build  relationships  to  move  people  from  prospect  to  candidate3. Prequalified Prospect Nurturing

#snackables eblasts events

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Close  more  candidates  by  making  hiring  managers  hiring  magnets4. Amazing Candidate Experience

EVP CertificationHiring managers

are trained on how to sell our product

– #dreamjob

CompetenciesInterviewingHiring managers

interview for competencies we know people need to be successful here

Candidate Journey

Hiring managers communicate in a way that shows we know tables have turned

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Communicate Differently to Candidates Recognize  that  the  tables  have  turned,  up  your  game,  and  court  the  candidate  every  step  of  the  way:  

ü Pre-­Interview  Team  Briefing

ü Day  of  Interview:  Quick  Tips  +  Closers

ü Post  Interview:  Pre-­Emptive  Thank  You  

ü At  Offer:  Ask  for   the  Sale

ü At  Sign:  Personal  Congrats  &  Welcome  Aboard

ü Pre-­Boarding:  No  Radio  Silence!  Email  Journey  Keeps  New  Hire  Informed

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Build  a  killer  culture  that  turns  every  employee  into  a  brand  advocate5. Engaging Employee Experience

Culture:  Our  greatest  asset,  core  differentiator  and  the  beating  heart  of  our  organization  so  we  articulate  it  and  .  .  .  

• Hire  for  Fit

• Immerse  New  People  Quickly  

• Live  It  Every  Day  – Inside  &  Out

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How We Measure Success . . . Enthusiastic  Shares  Employees  enthusiastically  share  our  employer  brand  content  w/their  social  networksà 1  in  3  Employees  is  a  Social  Ambassador

Fair  Reviews  Employees  give  authentic  and  fair  reviews  of  their  experiences  working  with  usà 4.0  Rating  on  Glassdoor

Regular  Referrals  Employees  regularly  refer  their  best  contacts  for  job  opportunities  with  usà +  50%  Employee  Referral  Rate

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We  are  hitting  our  hiring  targets  -­on  our  way  to  5,000  hires  this  year!!!

And, Most Importantly…

#winning

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Questions? #AskGDSummit

Jennifer  JohnstonHead  of  Global  Employer  Branding

Salesforce

@jjjohnstonsf