How to Hire 25 Reps in 100 Days

Why should you listen to me?

• Over 20 years Inside Sales Experience (17 years Hiring and Managing)

• Recognized as Top 25 Most Influential in Inside Sales by AA-ISP in 2010-2015

• Took inside sales team from $19k revenue per month to $1.2 million per month in 6 years

• Helped 3 companies become Inc. 500 companies• 85 Salespeople on current Inside Sales team (started with

2)• Oh yeah, and I hired 25 reps in 100 days in early 2014

What’s it take to hire 25 reps in 100 days?

Besides a lot of caffeine…

Realize that it’s a Candidate Funnel!

3.5% Conversion Rate from Candidate Application to Hire

“How many candidates do I need to make 25 hires?”

Fill it with Time Saving Hacks!

Stick to a Rigorous Process

Candidate Funnel

So where do all the candidates come from?

Many Sources….not just one and done• Referrals with finders fees

•Must be persistent here• Targeted Prospecting on Social Media

•Radius Social• Mass Email to past sales candidates• Outside Recruiters

•paid by the hour with SLAs• Ate my own dogfood

•ZipRecruiter• Try everything and measure results!

Hacks

Do more with much less effort

Hack #1Canned Responses in Gmail• Schedule Interviews• Backdoor Reference Checks• Rejection Notes• Quick, quick, quick

Hack #2Calendaring Tool• TimeTrade, Calendly,

etc.• Save Time

•No Time Spent on trading emails back and forth•Burden is on candidate to book time

Hack #2Calendaring Tool• Book Your Calendar Solid!• You’re an interviewing machine

Wanna hear something funny?

Hack #3Create a public Candidate FAQs

document4 functions• Screens out candidates – thanks but no thanks• Red Herring – that question was on the FAQs dumb$%^#• Gets the RIGHT candidates EXCITED • Deeper questions earlier in the process

Hack #3Create a public Candidate FAQs

document• Dropbox,

Clearslide, your careers page, whatever…

The Process

Application with SurveyDon’t review resumes!• I’m lazy!• Resumes are BS• Use any survey tool or good ATS

15 Minute Phone ScreenThey ask YOU the questions…WTF?• What’s the goal here?

•How do they sound?•Did they do their research•Remember the FAQs?

• The Kiss of Death•What’s the job pay?•Where’s it located?•What are the work hours?

45 Minute Sales Manager Interview“The Objective Check”• Check the boxes• Doin’ something

similar?

Look for this later

45 Minute Behavioral Interview“Do they have the right stuff?”• Use a benchmark• The Same

Questions Over and Over

• Tell me about a time when…

Sales Assessment“The X Ray”• 20-30% pass rate• This saves you time

and money!

The Face to Face Interview3 – 30 minute, one on one interviews• Is there a cultural fit?• Sales Managers and you• Should Have High

Conversion Rate Here•80%+•Notice how this is at the very end?

Backdoor Reference ChecksWho’s got time for setting up and conducting

reference checks?What do you really want to know anyway?• Would previous bosses hire them again?• How would the previous boss rate them?

Backdoor Reference ChecksEmail #1 – remember the Objective Check?

Subject: BOSS, can you help me please RE: CANDIDATE?

Hi BOSS,

Happy Monday to you. I’m interviewing a candidate for a potential role at our company and I spoke with CANDIDATE today. He/she indicated he/she used to work for you at FORMERCOMPANY. May I ask you two yes/no questions about him/her via email?

Backdoor Reference ChecksEmail #2

So remember….Do these things and you can hire at

scale…• Fill the top of the funnel• Create and follow a rigorous process• Develop and use hacks to create efficiencies

Thank You!

www.ZipRecruiter.com

@KevinSGaither