Page 37 - The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million - PDFDrive.com

recruiters are better at launching job ads, directing inbound resumes to hiring
managers, and ushering candidates through the hiring process. In fact, internal
recruiters often hire recruiting agencies to do their cold-outreach “dirty work”
for them.

The advice I received (and followed) was to obtain the best of both worlds by
building a recruiting agency within HubSpot. I went out and found a talented
agency recruiter who was thinking about starting her own firm and I said to her,
“Why not start the firm within HubSpot?” We paid her and her team as if they
were agency recruiters. Instead of a flat base salary, we opted for a lower salary
with meaningful performance bonuses that amounted to a higher overall earning
potential. Their performance bonuses were based on the fill rates, timing, and
long-term success of the hires they made.

“Don't hire a recruiting agency. Don't build a corporate recruiting team.
Build a recruiting agency within your corporation.”

The team operated like an outside agency. Most of the candidates were passively
sourced. Our guys did a lot of cold outreach and networking. They were
prohibited from using outside agencies. The team measured themselves similarly
to the ways you would see sales teams measure themselves. How many
outbound candidates did they touch this week? How many touches led to
connections? How many connections led to a phone screen? How many phone
screens led to interviews with HubSpot's hiring managers? How many interviews
led to a hire?

Now I had a predictable, scalable process to find great sales talent, complete
with internal metrics and ability to iterate on them quickly.

Find Quality Passive Sales Candidates on
LinkedIn

Depending on the stage of your business, you may not have the luxury of
building a recruiting arm or even hiring an agency right out of the gate. I know I
certainly didn't. It was not until my team had grown to 10 salespeople that I was
allowed to hire my first recruiter. In short, sourcing the initial team was on my
shoulders.

That said, what worked? What are the best techniques for sourcing quality sales