It's no surprise that an organisation renowned for its sales culture and process has built a powerful recruiting team structured and measured like a sales team. From Talent Connect Sydney 2014, Mike Hulse shares Salesforce.com's talent acquisition strategy, tactics, and results. Learn more about LinkedIn Talent Solutions: http://linkd.in/1bgERGj Subscribe to the LinkedIn Talent Blog: http://linkd.in/18yp4Cg Follow the LinkedIn company page: http://linkd.in/1f39JyH Tweet with us: http://bit.ly/HireOnLinkedIn

1. RECRUITING + SALES = SUCCESS
The Salesforce.com Story
Mike Hulse
APAC Director of Recruiting

3. $2B
Revenue
2010
GLOBAL
REVENUE
GROWTH
$0B
Revenue
1999
$1B
Revenue
2009

4. 4,800
Employees
2010
4
Employees
1999
GLOBAL
HEADCOUNT
GROWTH

5. 2011
THE GLOBAL STORY
SALESFORCE IN

6. 250-350
HIRES PER QTR
REACTIVE
TRADITIONAL
SCRAPPY
SALESFORCE IN
2011
SALESFORCE IN

7. 52
RECRUITERS
HIGH MIX OF 12-MONTH CONTRACTORS
HIGH CHURN
MANAGED CAPACITY BY ‘FEEL’
SALESFORCE IN
2011
SALESFORCE IN

8. 39%
REFERRAL RATE
INNOVATIVE PROGRAMS
BLACK HOLE PROCESS
LOST TRUST
SALESFORCE IN
2011
SALESFORCE IN

9. ZERO
DATA VISIBILITY
SPREADSHEETS & GOOGLE DOCS GALORE
TIME INTENSIVE
INCONSISTENT DATA
2011
SALESFORCE IN

10. WE WERE GETTING IT DONE
BUT IT WAS PAINFUL
& UNSUSTAINABLE
LIMITED
WORK LIFE BALANCE
SALESFORCE IN
2011
SALESFORCE IN

11. THE AUSTRALIA STORY
SALESFORCE IN
2011
SALESFORCE IN

12. 1 PERM AND 1 CONTRACT RECRUITER
LOW VISIBILITY EMPLOYMENT BRAND
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

13. FROM
HYPERGROWTH
TO
UBER-HYPERGROWTH

14. 4
Employees
1999
4,800
Employees
2010
Our budget
OH $%#%^!

16. WHO CAN
HELP?

17. NUMBER OF
CUSTOMERS
3,500
Customers
2002
72,500
Customers
2010

18. SO WHY NOT
MIRROR SALES?

19. 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

20. WHAT WE DID
3 THINGS

21. RE-ORGANIZED TO
MIRROR SALES
1

22. 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
1
2
3
4
5
6
7
8
N
E
W
N
E
W
N
E
W
N
E
W

23. 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
RECRUITING
SALES
COORDINATOR
OPS
INTELLIGENCE
MARKETING
OPS
RESEARCH
MARKETING

24. REFRESHED OUR
TECHNOLOGY
2

25. REFINED OUR ATS TO TRACK KEY METRICS
John
Smith
John
Smith
John
Smith
John
Smith

26. Taylor
Jones
Taylor
Jones
A CRM SEEMED OBVIOUS

27. BUILT A RESEARCH SERVICE

28. ALL IN WITH LINKEDIN

29. DATA IS THE
NEW BLACK
3

30. "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

31. MATCHED SALES REPORTING

32. LINKEDIN RECRUITING ANALYTICS

33. WE GOT PROACTIVE

34. CompetitorNamesHidden
Salesforce Talent Flows (RED = “Departures To” , GREEN = “Arrival From”)

35. THE RESULTS

36. >1000
PER QUARTER
GLOBALLY
HIRING CAPACITY

37. Significant%
GLOBALLY
PRODUCTIVITY
60% LOCALLY

38. 51%
SOURCE OF HIRE
REFERRAL RATE
50% LOCALLY

39. 1/2
OF SALESFORCE
AVERAGE
GLOBALLY
ZERO ATTRITION
LOCALLY
ATTRITION

40. 73%
MORE
ARROGANT
YEAR OVER
YEAR
MIKE’S EGO

41. BUSINESS CONFIDENCE
MEETING TARGETS
DRIVING STRATEGY
BUILDING TRUST

42. 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)