Category: Sales Recruiting

How to Build a Rock-Solid Employee Value Proposition

Posted on by hiredna

A well-crafted employee value proposition, or EVP, can have a huge impact on sales recruiting and retention. Recent data found it can improve new hire commitment by as much as 29% and lower turnover by 69%. Further, it increases the chances of a salesperson becoming a brand advocate where they help recruit other A+ candidates by up to 47%.

In this post, I’ll explain everything you need to know in order to build a rock-solid employee value proposition so you can attract and retain top-tier talent in your industry.

What Exactly is an Employee Value Proposition?

Definitions vary somewhat depending on who you ask. Traditionally, it’s been thought of as the benefits, rewards, and perks an employee gets in return for offering their skills, experience, and expertise to a company. However, in the modern context, it can extend into other areas, such as the recognition, support, culture, and overall well-being an employer offers to salespeople.

I think this pyramid by Mercer Thrive Research illustrates it perfectly.

Regardless of how you define it, the core purpose of an employee value proposition is to let sales candidates know what’s in it for them. And it’s designed to maximize their potential and encourage them to operate at their peak.

EVP Examples

In terms of conventional benefits, here’s an example from Gingr, a company that sells “user-friendly dog daycare, kennel, and grooming software.”

As for other areas such as support, culture, and so on, here’s an example from data platform Splunk.

The Step-By-Step Process for Creating an EVP

Now that we know exactly what an employee value proposition is and why it’s important, here’s a simple formula you can use to build your own EVP from scratch.

Tally Up Your Selling Points

First, I suggest “doing inventory” of what you have to offer that would be of interest to potential sales candidates. Start with the fundamental quantifiable selling points like competitive salary, health insurance, PTO, holiday pay, and so on. Then, move on to the less quantifiable benefits, such as career advancement opportunities, an amazing culture, and the chance to work with other innovative professionals.

This will serve as a rough draft that you can refine later on, which brings me to my next point.

Get Your Existing Employees’ Input

A big part of nailing your EVP is putting yourself in a salesperson’s shoes. Even though most recruiters have a decent understanding of what’s appealing to candidates, even a small rift can marginalize your efforts. That’s why I suggest getting input straight from the horse’s mouth — your existing employees.

Here are some potential questions to ask to gain insights:

  • Why did you choose our company?
  • What’s your favorite part of working here?
  • What does our company offer over others you’ve worked for in the past that stands out to you?
  • What are your favorite benefits?
  • What are some benefits we don’t currently offer that you’d like to have?
  • What are the best aspects of our culture?
  • Do you feel there’s a genuine opportunity for growth?
  • What type of support could we offer to improve your working experience?

Side note: Besides helping with the construction of your EVP, these insights can help you improve operations in general and address small issues before they escalate.

Collect Data from Exit Interviews

Another way to get valuable information is from exit interviews where you find out what prompted salespeople to seek different positions. Asking a few basic questions such as the following should help you get a feel:

  • What did you like most about your job?
  • What did you like least?
  • What motivated you to find another position?
  • What does our company do well in terms of providing value for employees?
  • What could we improve on?

Synthesize Your Findings

Once you’ve tallied up your selling points, gotten feedback from current employees, and added data from exit interviews, you should have everything you need to go on. At this point, you’ll want to synthesize your findings to pinpoint A) what you’re already doing well and B) potential areas for improvement. From there, it’s just a matter of using this information to create a realistic employee value proposition.

You may, for example, want to emphasize that you offer higher than average salary, outstanding health insurance, remote work opportunities, leadership development, and so on. For inspiration, I recommend checking out HubSpot’s Sales Careers page. It’s an amazing resource that provides a detailed overview of HubSpot’s EVP and addresses everything potential candidates would want to know in one convenient area.

There’s the “How we work” section, which explains how HubSpot sets its salespeople up for success.

There’s also a “benefits” section that highlights the exhaustive perks of working for HubSpot.

So with just a little browsing, sales candidates can get up to speed and see why HubSpot is a software company to seriously consider. While you don’t necessarily need to create as extensive a resource as this (and it may not make sense if you only hire occasionally), this shows how impactful a quality EVP can be.

Improving Recruiting and Retention with an Employee Value Proposition

There’s no lack of sales jobs out there. In fact, the sales industry is booming more than ever post-COVID, which means quality candidates have plenty of choices. That’s why it’s so important to stand out from the rest of the pack and show candidates what you bring to the table — something that can be done by building a great EVP.

Learn how HireDNA can help you attract and retain A+ sales talent while cutting your hiring time in half by using intelligent matching and science-based assessments. 92% of suggested candidates ascend to the top of the sales force within just one year.

70% of Job Seekers Use Google: How to Optimize Job Posts for Search

Posted on by hiredna

I don’t need to tell you how ubiquitous search engines are in our daily lives. 93% of online experiences start with a search engine, and they’re used for just about everything, including finding a job. While there are countless search engines available ( about 160 worldwide as of 2020), Google is, hands down, the indisputable leader. In fact, a whopping 70% of people use Google to search for a job. To ensure qualified candidates can find you, it’s essential to optimize job posts for search, which I’ll explain how to do in-depth in this post.

Understand Google’s Logic

First, it’s important to have a basic understanding of how Google decides which job posts to display prominently and how their algorithm works from a recruiting perspective. There are, of course, countless variables and complexities, but recruiting expert Mortiz Kothe explains the nuts and bolts of it by saying the following:

“Google for Jobs works by pulling in job postings from a wide range of sources and choosing which ones to display. Those sources include company career pages and over 70 job boards, such as Monster, LinkedIn, ZipRecruiter, and CareerBuilder. Google for Jobs filters through all those sources and chooses just one listing per job post.”

He then goes on to say that Google uses the exact same information found on job boards and boils it down to a single job post, which is why “posting the same job on multiple job boards is now a waste of money” — at least if your primary goal is getting found by sales candidates on Google.

The bottom line here is that Google chooses just one of your job ads to post on their network. So there’s no use posting on several job boards because your exposure will be the same.

Include Critical SEO Information

After performing a ton of research and from personal experience, I can tell you that optimizing job posts for Google is pretty straightforward when compared to optimizing an entire website. With the latter, there are a mind-bending number of elements you need to address such as keywords, meta tags, internal links, external links, URLs, headers, and so on. But with job ads, they’re fairly minimal.

SHRM breaks it down to the essentials, which include:

  • Name of the brand posting the job
  • Job title
  • Job description, including responsibilities, qualifications, skills, working hours, education, and experience requirements
  • Job posting date
  • Location information for the job including full address
  • The expiration date for the job posting

Beyond that, they recommend including:

  • “The unique identifier for the job, usually the requisition number from the ATS
  • The type of employment—whether full-time, part-time, contractor, etc.
  • Base salary information in either a lump sum or range, including currency type and frequency of pay period”

As long as your job ad has this information, you should be in good shape, and it will give Google everything they need.

Connect Your Job Ad

Today’s recruiters have a significant advantage over those of the past because of one specific tool — Job Search on Google.

With it, you can connect your job postings to make sure they appear on Google. And it offers all the resources you need to do that. There are two ways to go about it. You can post from your website and use structured data that integrates with Google. Or, you can see if the third-party job board you use participates in the job search experience on Google.

If you post from your website, simply click on “Get started”…

and you’ll be directed to a page called “Add structured data to job postings.”

There they explain how to add structured data step-by-step and provide helpful tips to ensure your job ads get indexed.

You’ll also find a link to their job posting content policies and a Rich Results Test so you can see how the structured data would look in Google search results. Basically, everything you need to know is there.

If, however, you’re using a third-party job board like Monster, LinkedIn, ZipRecruiter, or CareerBuilder, you’ll want to check with them to confirm that they’re participating. ZipRecruiter, for example, has integrated with Google and saw 4.5x growth after doing so.

If the job board doesn’t participate, I suggest switching to a different one that does because it’s going to be difficult to gain any real traction with Google otherwise.

Follow SEO Best Practices

The last piece of the puzzle to optimize job posts for search is being aware of SEO best practices. If you’re familiar with regular SEO for optimizing websites, this should be straightforward, as there’s a lot of overlap.

These best practices include:

  • Performing keyword research to find keywords with a high search volume and low competition ( You can use the Google Keyword Planner for this)
  • Target those keywords by using them in the job title and peppering them throughout (without making it feel spammy)
  • Use bulleted lists (these make for easy skimming for job candidates, and Google loves them)
  • Include your location and salary as I mentioned earlier
  • Write simple, clear job listings, and avoid verbose industry jargon

I personally learn the best by looking at examples. That’s why I also recommend typing in a keyword phrase your target candidate would likely search for and check out the results. This will let you see what top-ranking companies are doing so you can mimic their approach. For example, after entering “saas sales representative jobs washington dc,” here’s what popped up.

And here’s what the first job ad looked like.

Optimize Job Posts for Search to Connect with Quality Candidates

With 7 out of 10 sales candidates turning to Google to look for jobs, it’s never been more important to maximize your exposure on this search engine powerhouse. While there’s no magic bullet, following the formula outlined above should give you the absolute best chance of ranking well. And that, in turn, should help you connect with quality candidates that can be assets to your organization.

Looking to fill your pipeline with A+ candidates quickly? Learn how HireDNA uses leading technology and science-based assessments to attract top sales candidates, with 92% reaching the top of their sales force within their first year.

4 of the Biggest Sales Recruiting Challenges in 2022 (And How to Overcome Them)

Posted on by hiredna

Let’s be honest. Finding quality salespeople has never been easy, and sifting a pile of resumes (the average position receives 118 applications), can be onerous. But 2022 has its own unique sales recruiting challenges that must be addressed.

In this post, I’ll break them down one-by-one based on recent data and provide actionable strategies on how to overcome them.

An Overview of the Top Sales Recruiting Challenges

In a joint study between LinkedIn and Jobvite, experts pinpointed a list of specific sales recruiting challenges based on feedback they received from recruiters. Here’s what their findings looked like.

Now let’s unpack the data from top to bottom.

1. New Hires Lacking Soft Skills

Above all else, a lack of soft skills among new hires is the number one challenge sales recruiters face in 2022 at 89%. This is something I covered in detail in my last post where I mentioned that hard skills are fairly easy to identify and quantify. But this isn’t usually the case with soft skills. In particular, soft skills like communication, collaboration, empathy, and rapport-building have been historically difficult to gauge.

Up until recently, most sales recruiters have simply relied on basic behavioral assessments and reading body language to analyze soft skills. But, unfortunately, that’s not always sufficient. Some ways to address this issue, however, are to first identify a handful of vital soft skills and make them your key areas of focus when recruiting.

There are also a few pieces of technology you can use to objectively analyze candidates. One example is eSkill which is ideal for assessing emotional intelligence such as communication and collaboration. Another is a sales recruiting platform like HireDNA which analyzes “sales DNA competencies” including emotional control, supportive beliefs, and the ability to handle rejection.

From there, HireDNA will provide you with a list of qualified sales candidates that are interview-ready.

2. Hiring Salespeople Who Didn’t First Appear to Fit

The second biggest challenge involves selecting candidates that didn’t initially seem to be assets to a company. According to the study, “77% of recruiters go back and hire candidates who at first didn’t appear to be a fit.” The issue is coming up with an effective way of pinpointing individuals who slipped through the cracks at first and incentivizing them to come on board.

As I mentioned in another article, there’s a small window of just 10 days on average in which you have to hire elite talent. After that, most have already found another position. So to be fully transparent, there will be many cases where the ship has already sailed and it’s simply too late.

That said, reaching out to quality candidates as soon as you realize their potential can sometimes lead to a hire. I also suggest focusing on the following incentives, if possible, as data shows they are the main things that attract candidates to new organizations.

3. Candidates Changing Their Minds

Here’s one of the sales recruiting challenges that can really drive companies crazy. You find A+ talent and get something lined up only to have a candidate change their mind at the last minute. And it’s an issue that happens more than you may think with 75% of sales recruiters saying they’ve experienced it at some point.

While there’s no magic bullet for ensuring this never happens to you, there are a few ways to reduce the likelihood of candidates changing their minds. First, be sure you have adequate incentives in place — ones that specifically zero in on what attracts candidates to a company (see the graphic above I just mentioned). Next, provide candidates with a clear outline of what the onboarding process looks like and make it as streamlined as possible. Third, maintain close communication with candidates from the start, making sure to “read their digital body language” so you can address any potential problems before they escalate.

Besides that, it’s helpful to have at least one backup in place just in case someone drops out unexpectedly.

4. Finding Quality Entry-Level Sales Reps

Finally, there’s the issue of attracting entry-level candidates, with 41% of companies saying these are the hardest positions to fill. Two main reasons why it’s notoriously difficult are because 1) entry-level positions don’t usually pay as much as more experienced positions and 2) candidates often lack the ideal skill set and experience a recruiter is looking for.

So what do you do about it?

When it comes to the pay, I suggest thoroughly analyzing what your competitors are offering for similar positions and either match or exceed it, if possible. You can find more information on current salesperson salaries here.

If that’s just not possible, here are some potential workarounds:

  • Offer plenty of advancement opportunities giving entry-level salespeople the chance to progress
  • Create an amazing culture, and emphasize it in your recruiting
  • Offer flexible work schedules and remote working opportunities as this tends to be effective for recruiting younger reps

As for addressing the issue of limited skill set, it’s all about finding the diamonds in the rough. This, of course, is easier said than done as many candidates will have minimal experience, but there are tools that can help. HireDNA, for instance, can come in handy here because it can be used to objectively screen candidates and predict their likelihood of success. In turn, it’s much easier to identify candidates that will thrive in your specific sales environment.

Overcoming Today’s Unique Sales Recruiting Challenges

To recap, here are the top challenges for sales recruiters in 2022:

  • Candidates lacking soft skills – 89%
  • Hiring candidates who didn’t first appear to fit – 77%
  • Candidates changing their minds – 75%
  • Filling entry-level positions – 41%

While these can be tricky to navigate, each problem has a corresponding solution, and implementing the right one should help your company thrive in today’s recruiting climate. To learn more about how HireDNA can help you select elite talent in your industry, get in touch with us today.

89% of Recruiting Experts Say Bad Sales Hires Lack These Skills

Posted on by hiredna

Selecting salespeople based on hard skills is pretty straightforward. You see that a candidate clearly has the quantifiable abilities and experience required for a sales position, and often, you can easily verify it. Unfortunately, that’s not the case for the other type of skills I’ll discuss in this post — soft skills.

According to an in-depth study by LinkedIn, 89% of recruiting experts say there’s a common denominator between most bad sales hires. They lack the right soft skills.

LinkedIn’s Findings Behind Bad Sales Hires

In 2019, LinkedIn performed an exhaustive report where they surveyed over 5,000 talent professionals across 35 countries and analyzed comprehensive behavioral data. One of the primary areas they focused on was soft skills, as they found that it was the number one trend transforming the workplace that year. In fact, 91% of talent professionals agreed that soft skills were “very important” to the future of recruiting.

Going one step further, LinkedIn wanted to determine the impact soft skills had on the long-term success of candidates that were hired. And it turned out that the impact was quite immense, with their data finding a lack of soft skills to be a key contributor to most bad sales hires.

According to their findings, only 11% of recruiting experts said bad sales hires lack hard skills. However, 45% said they lack soft skills, and 44% said they lack both soft and hard skills. Put that all together, and 89% of recruiters said bad hires lack soft skills.

Why Soft Skills Are So Important in Sales

As you probably know, there is a wide range of factors that determine how successful someone is at selling. Obviously, having hard skills like product knowledge, knowing how to use a CRM, and performing sales demos is important. But this doesn’t always translate into success. To truly predict how good a candidate will be at their job, you need to see the big picture and also take soft skills into account.

Some examples include:

  • Collaboration
  • Communication
  • Rapport-building
  • Empathy
  • Quick problem-solving

Beyond that, it’s important for a salesperson to be nimble and think on their feet. You could even argue that having a certain level of likability is critical to building relationships and winning over customers. But there’s a problem.

Assessing Soft Skills is Notoriously Difficult

As I mentioned earlier, evaluating a candidate’s hard skills is fairly simple. A quick glance at their resume, for example, will usually give you a basic idea of what they bring to the table. You can also have them perform a test on their product knowledge, see how well they understand a particular business platform, perform a mock product demo, and so on.

“Identifying poor soft skills, however, is much harder, which is why they’re often discovered too late, after a hire has been made,” LinkedIn explains. “But as the data shows, bad hires are almost never a matter of hard skills alone.”

The main issue sales recruiters run into is that they lack a formal approach for assessing soft skills. In fact, 68% say they rely on basic behavioral questions or simply reading body language. “She seemed upbeat, so she’s probably a good collaborator; he seemed nervous, so he’s probably not a good leader. The problem is that these perceptions aren’t predictive, and worse, they’re often unconsciously biased.”

Given the inherent limitations of this commonly used approach, it’s unsurprising that so many sales recruiters struggle to accurately gauge soft skills in candidates. This brings me to my final point.

How to Effectively Evaluate Soft Skills

Given how tricky it’s been historically, how exactly should you go about assessing soft skills in sales candidates?

Here’s a four-step system that I feel is highly effective:

  1. Identify essential soft skills – Pinpoint four or five specific skills that are a must for being a successful salesperson at your company and make them a top priority when recruiting.
  2. Leverage assessment tools – Back in the day, recruiters had to primarily rely on behavioral cues and body language, but now there are several objective tools like eSkill and Pymetrics that can provide you with quantifiable data. eSkill, for instance, allows you to measure emotional intelligence to ensure candidates have a high level of communication and collaboration.
  3. Be aware of unconscious bias – LinkedIn found that unconscious bias often gets in the way of recruiters assessing candidates. You may, for example, be inclined to like a particular candidate because they have a similar personality as you. But keeping this in mind can help steer you away from this issue.
  4. Standardize your interview process – “Train interviewers to ask a standard set of questions suited to the skills you’re targeting. This allows you to easily compare evaluations, even if they’re done by different interviewers.”

Beyond that, many companies can benefit from using a sales recruiting platform like HireDNA. It uses science-based assessments that look at core selling competencies like motivation, desire, and coachability to predict success and can quantify what used to be unquantifiable.

Avoiding Bad Sales Hires

Having the right mix of hard and soft skills is critical to making good hires and building a strong team of salespeople. Unfortunately, the latter is more difficult to evaluate and has created a consistent problem for many brands over the years. Further, nearly 9 out of 10 recruiting experts say bad hires lack soft skills.

While assessing soft skills will, admittedly, always be trickier than assessing hard skills, it’s certainly possible. And the four-step process outlined above should help.

To learn more about HireDNA and how it can dramatically improve your sales recruiting, reach out to us today. 92% of candidates recommended through this platform become top performers within a year.

Sales Rep Salary in 2022: How Much Should You Be Paying?

Posted on by hiredna

How much should you pay your salespeople? That’s one of the most important and most commonly asked questions among recruiters. And it’s one you need a definitive answer to.

After all, understanding the average sales rep salary provides you with a tangible benchmark so you can identify how much competitors are offering. It also ensures you’re offering enough to pull in elite talent but not so much that it hurts your profitability.

In this post, I’ll provide a clear breakdown of sales rep salary in 2022 based on recent data to help you find the sweet spot along with other actionable advice on attracting top-tier talent.

What the Data Says

For my research, I looked at data from two different sources. One is the salesperson salary in the US based on over 3,700 salaries on Indeed. According to their findings, the average base sales rep salary in 2022 is $58,106.

The other data came from US News and World Report Money which looked at the median salary of salespeople. After crunching the numbers, they found the average sales rep earned $62,070 in 2022. This was nearly $4,000 more than what Indeed suggested, but it’s certainly still in the same ballpark.

So between these two reports, we can surmise that most sales reps will earn around $60,000 in 2022. Also, it’s worth noting that the top 25% highest-earning salespeople earned $89,030, while the lowest-paid 25% earned $43,580. This is something to take into account if, for example, you’re hiring an entry-level sales rep who’s fresh out of college, as they may command less than a bonafide vet who’s been at it for 10+ years.

Higher Earnings Post-Pandemic

Another interesting trend to point out is that many qualified sales candidates currently receive multiple offers and earn significantly more post-pandemic than they did pre-pandemic. In a recent article, I explained there’s a high demand for skilled salespeople, but many (especially recent grads) are reluctant to get into sales. This phenomenon is largely due to the perception among many young professionals that salespeople still sit behind a desk all day, cold calling leads and using high-pressure sales tactics.

You can get the full details here, but the bottom line is that it’s “candidate’s market” in 2022, and that’s unlikely to change any time soon.

As a result, it’s common for top-tier candidates to get multiple offers and earn $10-$20K more than they did before COVID. This means talented individuals could easily earn $70,000 or $80,000 per year rather than the baseline of $60,000. There are numerous factors at play here, but my point is that many sales recruiters are willing to shell out larger than average pay to attract and retain top talent. And that may be something you need to do as well.

Looking Beyond 2022

Besides simply knowing the average sales rep salary in 2022, it’s nice to see the bigger picture and what the overall trajectory is. And the data from the US News and World Report Money provides insights there as well with this graph.

As you can see, there’s been a steady increase in salary since 2010. It went from being around $63,000 in 2010 to $68,000 in 2016. From 2016 to 2017, it decreased slightly but quickly picked up steam from there. Based on this trajectory along with the current shortage of highly qualified sales reps like I discussed earlier, I can only imagine that this trend will continue into the foreseeable future.

It’s clear that industry rockstars are in high demand, and sales recruiters are willing to shell out good money to land them. This brings me to my next point.

Two Quick Strategies for Improving Sales Recruiting

For the final part of this post, I’d like to share two last insights for increasing your odds of landing elite sales talent based on recent data.

One is to act quickly. According to SmallBizGenius, “top talent gets hired by recruiters within 10 days.” And that’s not surprising based on the current landscape. While you don’t want to be hasty and overlook other qualified candidates, it’s clear that you should pull the trigger if find top talent and pay them what they’re worth. Otherwise, there’s a good chance a competitor will swoop in and snatch them up. Considering the average time to hire is 24 days, keeping it under 10 days can give you a significant advantage.

The other strategy is to fully optimize your interview process. A+ salespeople don’t have time for inefficiencies and redundancies during interviewing. So if your interviewing is needlessly complex, convoluted, or you’re asking candidates the same questions over and over, you’re almost guaranteed to lose out to your competitors. That’s why I suggest objectively analyzing your interviewing process and continually looking for ways to improve it.

Sales Rep Salary: Finding the Sweet Spot

Throwing out an arbitrary number based on what you feel sounds “about right” is never a good strategy for deciding how much to pay a potential sales rep, especially someone who could be a major asset to your company. Instead, you need to know what the industry average is and what the current pay trajectory looks like while taking other factors into account like sales rep demand.

To recap, most skilled salespeople will earn around $60,000 in 2022. But when you factor in that many receive multiple offers and take in $10-$20K more than they did prior to COVID, you may need to pay more like $70K+ to bring in the heavy hitters.

Looking to hire better sales talent, faster? Learn how HireDNA uses intelligent matching and science-based assessments to attract and recruit better talent. 92% of candidates recommended through it reach the top of their sales force within their first year, and it eliminates 96% of hiring mistakes.

Elite Salespeople Get Hired in Just 10 Days: The Importance of Acting Quickly with Sales Recruiting

Posted on by hiredna

There is a wide range of variables that contribute to successful sales recruiting. Creating a compelling job ad, efficiently filtering through candidates, and optimizing interviewing, for example, are three areas where recruiters place a lot of focus. But one aspect that doesn’t necessarily get as much attention but needs to is acting quickly when you find a strong candidate. 

For this post, I’ll explain why speed is so important in our current sales recruiting climate and provide you with simple tips for streamlining the process without compromising your decision-making. 

The Average Time to Hire is 24 Days

Although the data varies slightly from study to study, research indicates the time to hire for most sales positions is between 20 – 30 days, with an average of around 24 days.

So, there’s a period of about 3 ½ weeks between the initial screening of candidates and them accepting a position. And that’s fine for average salespeople who aren’t in high demand. Because they typically have limited offers, odds are most will still be available if you wait 24 days. However, this won’t usually cut it for elite salespeople, which brings me to my next point. 

Top Sales Candidates Get Hired in Just 10 Days

Research has found the most talented salespeople get snatched up much quicker in just 10 days. “High-quality candidates with loads of experience, robust soft skills, and a network of contacts have an average job search time of only 10 days,” explains SmallBizGenius. And this makes perfect sense. 

Individuals at the top of their industry will naturally have more options and be in much higher demand than their run-of-the-mill counterparts. Because of this increased demand, they don’t stay in job search mode for long. “HR managers should take this into consideration when they spot a promising candidate, SmallBizGenius adds. “If they want that candidate to join the company, they need to act quickly.”

So, if you wait around, triple-check a candidate’s credentials, agonize over their experience, perform several more interviews, and so on, with an extended period of time elapsing, you can’t expect the candidate to still be available. In fact, there’s a good chance they’ll already receive an offer from a competitor. 

Time is of the Essence with Elite Salespeople

While every situation is different, 10 days is the quantifiable timeframe you usually have to work with before making your final decision and giving a highly-qualified candidate a formal job offer. If you wait too long, there’s no guarantee an A+ candidate will still be around. That’s why it’s so important to A) recognize when you’ve got top talent on your hands and B) make your offer as quickly as possible.

Here are some strategic tips for doing this to ensure you secure the right salesperson who has the potential to be a strong asset to your company. 

Don’t Overthink It

Let’s say you’ve found a home run candidate who you’re almost sure would be an amazing addition to your sales team and has the “it factor.”  But you hold off on pulling the trigger right away simply because you’re wondering if there’s someone out there who’s even better. After several more engagements with other candidates to satisfy your curiosity, you realize that the rock star candidate is in fact your best option. However, once you circle back and give them the offer, they’ve already been taken by someone else. 

Overthinking it like this is one of the most common mistakes sales recruiters make and one that often costs them. I’m not saying you should be overly hasty and not consider anyone else for the position. But if it’s clear that you’ve got a big fish on the line, nine times out of 10, they’re the candidate you should choose. So keep this in mind and be willing to commit when the time is right. 

Don’t Bypass Rockstars Because They Lack Industry or Product Experience

In a previous post, I explained why selling skills are often more important than industry/product experience. And that’s a topic that’s super applicable here. Many recruiters get caught up in only hiring sales candidates with direct industry or product experience, and they end up missing out on great talent as a result. 

While having this type of experience certainly helps, at the end of the day, what’s most important is being able to sell well. If a candidate can do this, they can always learn your industry and product. My point here is that high-level sales skills are transferable. So if you find a candidate that checks all the right boxes but doesn’t have the exact industry/product experience you’re looking for, it’s by no means a dealbreaker. 

Set a Definitive Deadline to Make a Decision

Finally, you can often prevent heavy hitters from slipping through your fingers by having a firm deadline in place when making a hiring decision. While this probably won’t apply to all candidates across the board — especially the mediocre ones — I suggest having a maximum of a 10-day deadline to make a final decision with rock star candidates. However, even less is better, and if you trim it down to 5 days or fewer, that would be ideal. 

Acting Quickly When You Spot Talent 

Let’s recap. The average time to hire is 24 days. But elite salespeople get hired in just 10 days. This two-week gap can create issues if have a top candidate on your hands but fail to act quickly enough. That’s why it’s essential to pull the trigger when you find top talent and wait no longer than 10 days to give them a formal job offer. 

Want to cut your hiring time in half and find pre-screened, qualified, interview-ready candidates? See how HireDNA can help. 

Developing a Sales Candidate Communication Plan: A Step-by-step Blueprint

Posted on by hiredna

Just as it’s important to keep customers in the loop, sales candidate communication is also integral to recruiting. But here’s the thing. 63% of sales candidates say recruiters don’t communicate adequately, and 53% report not receiving a response until three months after applying. 

That’s a huge problem because a negative candidate experience can quickly sour what could be a valuable relationship and potentially hurt your brand reputation. Creating a positive experience through proper communication, on the other hand, makes candidates 38% more likely to accept an offer. 

In this post, I’ll explain how to develop a winning sales candidate communication plan step-by-step so you can prevent elite salespeople from slipping through your fingers and strengthen your overall brand. 

Step 1: Respond to Each Application

There’s a lot that can go awry in the application process, so sending each candidate a quick response confirming you’ve received their application is a critical first step. This doesn’t have to be anything over the top, just a brief, friendly message through email, text, or social media letting them know they’re officially part of the candidate pool. 

That way they know for sure their application successfully went through, and they can instantly tell you’re a professional that values communication. If you’re wondering how to go about this, you can use candidate engagement software like Yello to automate application confirmations and send them out in large volumes. 

This brings me to the next step.  

Step 2: Explain How Your Hiring Process Works

Another reason for responding to each application is that it gives you the chance to get candidates up-to-speed with your hiring process and what to expect. This is an effective way to get candidates acclimated and should eliminate a lot of confusion. Here’s an example. 

Here the recruiter lets the candidate know they’re reviewing their application and will contact them about the next steps if they’re deemed a good fit for the sales position. The recruiter also lets them know they may consider their application for other positions and that it could happen a few times in the recruitment process. 

On top of that, they share helpful links, allowing the candidate to assess their profile, view application updates, and visit the company’s career center where they can find additional job opportunities. 

Step 3: Communicate at Key Stages

Besides the initial response, there will be other specific intervals where you’ll want to communicate with candidates. These will vary from company to company, but here are some common stages:

  • A week or two after receiving an application reassuring a candidate it’s being looked at
  • Whenever the status of their application changes (For example, when a candidate passes the pre-screening process or is short-listed to move onto the next round of hiring)
  • When they’ve been selected to be interviewed
  • When they’ve officially received a job offer
  • When you’ve decided they’re not the right fit and have chosen to move on without them

Regardless of what happens, this will ensure there’s an open line of communication and candidates aren’t left guessing what’s happened. 

Step 4: Offer Convenient Outreach

Even when following the steps I’ve outlined so far, a portion of candidates will still have questions or concerns. When this happens, they should have a straightforward, convenient way to get in touch with your company. That’s why you should provide a point of contact in a few key locations throughout the recruiting process, such as:

  • The job ad
  • The initial response email
  • Follow up emails
  • Social media profiles
  • Your website

Note that it’s also important to respond quickly, and there are two main strategies to ensure a fast response time. One is to assign dedicated team members to handle inquiries throughout the recruiting process. Ideally, they’ll have enough bandwidth to respond within a few hours so no one’s left hanging for an extended period.

Also, I suggest using a chatbot to answer basic FAQs and point candidates to helpful resources. This is nice because it provides an instant response 24/7 while also freeing up internal manpower. One particular platform I suggest checking out is Mya which features innovative conversational AI. You can learn all about it here. 

Step 5: Seek Feedback

I’m a huge believer in incremental progress. Just like in any other area of business, a big part of improving is gathering data and using it to get better and better. So the last step in developing a sales candidate communication plan is getting feedback. This is a win-win because 1) it provides candidates with a channel for voicing their opinion which improves the candidate experience and 2) it lets you identify your strengths and weaknesses so you’ll know where adjustments should be made. 

And at the moment, this is a drastically underutilized strategy given that 75% of recruiters never or rarely ask for feedback. But considering that 68% of candidates would offer feedback if asked, this is something I highly recommend putting to use. 

The easiest way to go about it is to simply send out an email after you’ve wrapped up your recruiting, asking what candidates liked about it and where you could improve. You may also want to ask them to rate their overall experience so you have a quantifiable number to draw from. As you accumulate more data, trends will begin to emerge which can be a huge asset in the long run. 

Acing Candidate Communication 

Candidate communication is an incredibly important yet surprisingly ignored aspect of recruiting. Being a leader in this department can give you a huge competitive edge and seal the deal with more talented candidates. It’s just a matter of developing a fully fleshed-out sales candidate communication plan by following the five steps outlined above.

Looking to hire SaaS sales talent? Learn how HireDNA can help generate pre-screened interview-ready sales candidates to fill your talent pipeline.

Sales Candidates Read 6 Reviews on a Prospective Company: Using Reviews to Win the Talent War

Posted on by hiredna

Reviews are nothing new in the consumer world. 93% of people say they look at online reviews to inform their purchasing decision, and 91% trust online reviews as much as personal recommendations. But in recent years, there’s been a trend where a growing number of sales candidates are now consulting reviews when evaluating prospective employers.

Recognizing this phenomenon and properly leveraging it can give you a huge competitive advantage and help win the talent war. Here’s how. 

At Least Half of Sales Candidates Now Read Company Reviews

Data from a 2018 study found that roughly 50% of sales candidates read online reviews about companies to learn about the working conditions, culture, and overall environment before applying for a job. While this data is fairly new, I would suspect that the number has increased even more over the last four years and is likely even higher in 2022.  

The bottom line is that a significant percentage of sales candidates turn to company reviews before applying. And it makes sense. With reviews so plentiful, candidates can quickly perform research to get a baseline reading of what it would be like to work as a salesperson with a potential employer. With a little investigating, they can determine whether the company is a good fit and if it’s a position they’d like to pursue. 

Sales Candidates Read an Average of 6 Reviews

In terms of the number of reviews candidates check out on average, it’s six. While most prospects won’t comb through pages and pages of reviews to get a feel for an employer, they’ll look at a handful to see what current employees, former employees, and job seekers have to say. So for reviews to be effective, you’ll need to have at least six (something we’ll discuss in more detail later). 

Most Sales Candidates Trust Employer Reviews 

As I mentioned earlier, 91% of consumers trust online reviews as much as personal recommendations, and the same sentiment is shared with most sales candidates looking at employer reviews. While there’s some debate among recruiters as to how big the exact impact is, there’s no denying that reviews play an integral role in shaping the perspective of today’s sales candidates. Some would even go so far as to say that reviews are as important as the actual job postings themselves. 

This graphic below sheds light on how employer brand affects recruitment.

The main stats that stand out to me are:

  • 90% of candidates will apply for a position when the employer actively maintains their brand
  • 50% of candidates won’t work for a company with a poor reputation, even it means better pay
  • 62% of candidates say their first impression improves if an employer responds to a negative review

This brings me to my next point. 

How to Use Employer Reviews to Your Advantage

Let’s recap. We’ve established that company reviews are critical for recruiting in 2022 and beyond, at least half of sales candidates read them, and each candidate reads an average of six reviews. So how can you capitalize on this trend?

Here are my three main suggestions.

First, you should get serious about obtaining reviews from current employees, former employees, and job seekers. You don’t necessarily need a huge volume of reviews. So you don’t have to worry about getting hundreds or even dozens. But having at least six can go a long way for improving your recruiting and should supply sales candidates with the information they need to make an informed decision. 

I recommend starting with your current employees and asking them to leave a review on your website, Glassdoor profile, Indeed profile, or whatever platform you’re using. From there, you can reach out to former employees — ideally, those who went out on good terms. And when you follow up with candidates after an interview, this is a good opportunity to get feedback from job seekers. 

HubSpot is a great example of a company that knocks it out of the park with its reviews. They have a dedicated careers page on their site where they offer brief clips of actual employees talking about what it’s like working for them. For instance, they discuss what it’s like to work remotely at HubSpot and what makes a career in sales at the company unique. 

Next, make a concerted effort to maintain your brand by following best practices, including:

  • Establishing a presence on review sites like Glassdoor and Indeed
  • Keeping company information up-to-date
  • Updating salary and benefits information 

Third, be sure to promptly respond to negative reviews. With nearly two-thirds of candidates saying they have a better first impression if a company responds to a negative review, this shows you’re concerned with the candidate experience and it can minimize any harm to your reputation. Do that and you should be in pretty good shape. 

Using Reviews to Win Over Top Talent

Technology is deeply infused into the modern recruiting process, with online reviews being a prime example. While having reviews was more of a “nice addition” in previous years, we’re at a turning point where it has basically become essential. By properly leveraging reviews and getting sales candidates up to speed on what your company is like and what’s good about it, you can persuade more top talent to apply. This, in turn, should increase the quality of your talent pool and help you ultimately win over elite prospects to improve your bottom line. 

To further enhance your recruiting and find top talent using science-based assessments and intelligent matching, check out HireDNA. 92% of candidates recommended by it reach the top of their sales force within their first year, and it eliminates 96% of hiring mistakes. 

How to Calculate Cost Per Hire to Keep SaaS Sales Recruiting Costs Down

Posted on by hiredna

Hiring top-tier talent is one of the most essential parts of running a successful SaaS company. But of course, that takes money, and often a lot of it.

To keep SaaS sales recruiting costs down, one of the first things you need to do is figure out what your average cost per hire is and where your money is going. From there, you can determine how effective your efforts are, your recruiting strengths and weaknesses, and what adjustments need to be made. 

In this post, I’ll explain exactly what cost per hire is, offer a simple formula for calculating it, and provide actionable advice for reducing SaaS sales recruiting costs. 

What is Cost Per Hire?

“Cost per hire,” simply put, “is a recruiting metric that measures the costs associated with the process of hiring new employees,” writes AIHR. There are two main types of costs involved here — internal and external. 

Internal costs can include:

  • In-house recruiter salaries, benefits, and performance bonuses
  • Referral bonuses for employees who recommend candidates
  • Interviewing expenses
  • Money spent on onboarding, training, and development
  • Administrative costs, including office equipment and software 
  • Compliance costs for ensuring laws and regulations are met

External costs can include:

  • Recruiting agency fees
  • Job advertisements (posting ads on job boards or social media)
  • Marketing expenses (SEO, social media marketing, and company branding)
  • Candidate screening costs (time spent contacting references and performing background checks)
  • Technology expenses such as an applicant tracking system
  • Job fair expenses

How Do You Calculate Cost Per Hire?

The formula is quite simple. Add up your internal recruiting costs and your external recruiting costs within a particular period (e.g. a year). Then divide it by your total number of hires during that same time period. 

Here’s what the formula looks like. 

Say, for example, you spent a total of $40,000 on recruiting, including internal and external costs, during the course of a year. If you hired 10 salespeople during that time, your cost per hire would be $4,000.

And while making calculations is pretty straightforward, gathering information on all the costs isn’t always so easy. In fact, it can be quite time-consuming, especially if there are a lot of moving parts involved with your recruiting. To streamline the process, I suggest first identifying all of your internal and external costs during a specific period of time and writing them out in two separate columns. Then, go through it one by one working with your finance and accounting team to pinpoint each cost as accurately as possible. 

From there, it’s just a matter of figuring out how many new salespeople you’ve brought on board during the same time period.

What’s the Average Cost Per Hire?

Now that you know how to calculate cost per hire, you may be asking, “How does it compare with other brands?” While there’s a lot of data out there from countless studies, the average cost per hire for SaaS companies across the board is $4,425. 

Keep in mind that it costs significantly more to hire someone in a higher-ranking position like a sales account manager as opposed to an entry-level salesperson. But when you crunch the numbers, it comes out to just north of $4,000. So that’s a good benchmark to shoot for. 

If your cost per hire is significantly less than that, you’re doing great and probably don’t need to make any major changes. On the other hand, if it’s significantly more than that, changes are likely in order, and you’ll want to analyze your SaaS sales recruiting process to identify inefficiencies. This brings me to my final point. 

How to Lower Your Cost Per Hire with a Sales Recruiting Platform

Let’s say your cost per hire is more than it should be. How can you lower it?

While there are numerous strategies that can help, pound for pound one of the best is using a sales recruiting platform like HireDNA. This utilizes cutting-edge technology and a proven methodology to connect with leading SaaS sales candidates and successfully hire them while dramatically streamlining the process.

Here’s how it works:

  1. Create an account and work with a talent advisor to develop an ideal candidate profile based on specific hiring criteria.
  2. HireDNA then uses intelligent matching and science-based assessments to find a pool of active and passive SaaS salespeople that possess critical core selling competencies and that match your unique hiring criteria. 
  3. Candidates are screened to narrow it down to the best of the best and ensure they’re the right fit for your company. 
  4. Qualified candidates are sent to you for approval and feedback.
  5. You then interview and hire the candidates you like best. (HireDNA even offers onboarding and training).

This provides a straightforward framework that allows you to save money by shaving off many expenses like recruiting agency fees, job advertisements, marketing costs, and candidate screening costs. And because this platform looks so closely at key data points and core selling competencies, you know for certain all candidates match your role and hiring criteria. In fact, 92% of SaaS salespeople recommended by HireDNA reach the top of their sales team within a year. 

Final Thoughts

Cost per hire is one of the most fundamental yet important metrics in SaaS sales recruiting. It tells you how much you’re spending on average to hire a salesperson and provides key insights into your strengths and weaknesses. If your cost per hire is on par with the industry benchmark of $4,425, you should be in fairly good shape. If, however, it’s considerably more than that, you’ll want to look for ways to lower it, and using a sales recruiting platform is one of the most effective ways to go about that. 

Learn more about HireDNA and book a live demo here. 

SaaS Sales Recruiting Stats in 2022: A Complete Bird’s-Eye View

Posted on by hiredna

The New Year is upon us! It’s always an exciting time for SaaS sales recruiting because there are new patterns, new trends, and new opportunities. 

In this post, I’ll share with you the latest SaaS sales recruiting stats in 2022 to guide your strategy and give you a competitive edge. Let’s jump right in. 

98% of Today’s Top Companies Use Recruiting Software

While you may not surprised that a lot of companies use recruiting software to streamline the process and find quality candidates, you probably didn’t expect it was this many. But according to recent data, nearly all of today’s Fortune 500 companies now use this technology — a stat that shows how ubiquitous and effective it is. 

Platforms like HireDNA take the guesswork out of SaaS sales recruiting, helping you attract elite candidates based on a wide range of core competencies, fill open positions faster, and reduce hiring mistakes. The key is using cutting-edge technology like intelligent matching that analyzes 20 key data points and science-based assessments to predict success. 

And with 33% less turnover, you can build a stronger, more loyal team of salespeople that are in it for the long haul.

88% of Companies Now Use AI for Recruiting

Another form of technology that’s rapidly expanding in SaaS sales recruiting is AI. Studies have found that, globally, 88% of companies are currently using it, with a staggering 100% of Chinese companies doing so. 

In terms of specific applications, some of the most common include “using chatbots to engage with candidates during recruitment (41%)” and “screening and assessing candidates during recruitment (40%).” For an in-depth list of other ways to leverage AI for recruiting, check out this resource. 

86% of HR Experts Say Recruitment Has Become More Like Marketing

SaaS industry growth is a bit of a double-edged sword. While it means increased opportunities and a larger customer base, it also means more competition. And with widespread talent shortages, the competition will be even more fierce in 2022. 

To keep up, 86% of HR experts say you need to approach recruitment like a marketing campaign. In other words, it’s no longer sufficient to haphazardly put out job ads and expect an overflowing pool of qualified candidates. Rather, you need to strengthen your brand and work on growing your presence across multiple mediums. 

This brings me to my next point. 

68% of Millennials, 54% of Gen-Xers, and 48% of Boomers Say They Evaluate a Prospective Employers’ Brand on Social Media

One of the main mediums in which candidates evaluate SaaS brands is social media. Over two-thirds of millennials do so, as well as many Gen-Xers and Boomers. And while this particular study doesn’t include Gen Z (candidates 24 and under), it’s safe to assume they use social media to check out prospective employers as well. 

The takeaway here is that SaaS companies need to have a strong social media presence, and it’s key for winning the competitive battle. As for the most popular social networks, here’s how that breaks down.

The main networks to focus on in 2022 are Facebook, YouTube, Instagram, and LinkedIn. 

Having a Strong Brand Image Can Reduce Your Cost-Per-Hire By as Much as 50%

Piggybacking off that, research has found having a strong brand image can dramatically lower your cost-per-hire, with some estimates being as much as 50% lower. Why?

This naturally helps you acquire higher-quality candidates and spares you a lot of recruiting expenses that SaaS brands with a poorer brand image have to deal with. If, for example, you’re an industry stand out like HubSpot, many top-tier candidates will come to you organically rather than constantly having to funnel money into recruiting. 

That’s why it pays to always look for ways to strengthen your brand image and provide a great employee and candidate experience.

Including a Video in a Job Posting Increases the Application Rate By 34%

I’m always a fan of simple recruiting techniques (hacks, if you will) that have a huge impact. If you’re looking for a straightforward way to significantly increase your application rate that doesn’t require an exorbitant amount of effort, including a video in your job posting is it. In fact, studies have found this results in a whopping 34% more applications on average. 

And that’s not surprising given the massive success of video platforms like YouTube. As of 2021, it had 1.86 billion users, and that number should only continue to increase into 2022 and beyond. 

52% of Applicants Say a Lack of Response From Employers is Their Number One Frustration 

Finally, it’s important to know the biggest sources of friction in the SaaS sales recruitment process. According to recent data, the main issue candidates have is not receiving a sufficient response from employers, with over half citing this as their main frustration. 

This shows the importance of being as communicative as possible throughout recruiting and not leaving candidates hanging. While you don’t necessarily need to fill them in on every last detail, it’s nice to let candidates you’re passing on know when you’ve decided to move on and keep those who’ve been shortlisted in the loop. Doing so sets the tone for a positive candidate experience and should help improve your brand equity as we discussed earlier. 

Starting 2022 Out on the Right Foot

From leveraging technology like recruiting software and AI to approaching SaaS sales recruiting like marketing to building a strong brand image to lower cost-per-hire, these stats paint a clear picture of what to expect in 2022. By making the right adjustments and focusing on core objectives, your SaaS company can start out on the right foot in the New Year. 

Want to learn more about how HireDNA can optimize your sales recruiting? Get the full details and see how 92% of recommended candidates reach the top of their sales force after working with HireDNA.