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Nobody is
Qualified
Bradford Wilkinslinkedin.com/in/bradfordwilkins
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INTALENTGRATEPerformance
Succession
Learning
Compensation
Talent Acquisition
Culture & Values
Organization strategy
Organization Results
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RecruitRetainRevenue
Become an HR Pirate
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2002
2012
2013
2014
0 20000000 40000000 60000000
$24000000M
$35000000M
$52000000M
Company Founded in 2002
The Story of AdcapSuccessfully Sold in October 2015!
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March 2013
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Can We Fix The Skills Gap?
– Forbes 8/02/2013
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"I am frustrated that without experience, companies won't even give me a shot to break into the IT industry. I am looking for experience and am ready to begin a career instead of just working a job."``
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The Compromise
Gap
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Someone fails if they don’t know…
$ WHAT
$$ HOW
$$$ WHY
$$$$ CAN'T
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IT CAN’T
BEDONE
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IT CAN’T
BEDONE
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Someone Succeeds if They Know…
WHAT to do…Communication
HOW to do it…Training/ Mentorship
WHY to do it…Leadership / Custom Experiences
CAN do it…Pre-Hire Assessment/Enablement
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PROBLEM:Cannot find employee with
“defined skills” or experience
needed for job
START Backwards
$100,000Plus
Commissions
One Salesperson
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$100,000Plus
Commissions
One Salesperson
$120,000Plus Quarterly
Raises
Four Sales Apprentices
SOLUTION:Develop an Account Manager internally while breaking even
CAN’T
FIND
PROBLEM:Cannot find employee with skills needed for job
Build the Business Case
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WE OFFER… Sales Apprenticeships
Engineering Apprenticeships
Internal HIPOs1
Industry Transition2
Entry Level3
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GEN – Y
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GEN – WHY?
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Define CLEAR… Career paths
Learning objectives
Expectations
Accountabilities
Rewards
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CLEAR Career Path
Sales Apprentice Inside Sales Jr. Account Manager Account Manager
Sales Career Progression
Technical Apprentice Technical Support Jr. Engineer Deployment EngineerEngineer Career Progression
60 Days 6-18 months
6-18 months
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Commercial Sales Structure
ISAMInside Support/
Quoting
AMCustomer Facing
Outside Sales
BDRSales creation
Cold calling/ NNO
AMCustomer Facing
Outside Sales
AMCustomer Facing
Outside Sales
BDRSales creation
Cold calling/ NNO
ISAMInside Support/
Quoting
AMCustomer Facing
Outside Sales
BDRSales creation
Cold calling/ NNO
AMCustomer Facing
Outside Sales
AMCustomer Facing
Outside Sales
BDRSales creation
Cold calling/ NNO
ISSAdministrative Sales
Support
Director Commercial
Sales
SAPBDR in Training
SAPBDR in Training
JAM JAMJAM JAM
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60-30-10 Apprentice Program
30% Training
60% Job Activities
10% Mentorship
Career paths
Learning objectives
Expectations
Accountabilities
Rewards
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Find What Motivates the Mentors!
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Mentors earn over $100,000 a year if their Apprentices are successful!
$15,000 annually
$30,000+ Bonus
$40,000+ Commission
3-6 New Appt
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PROBLEM!No budget for a trainer…
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SOLUTION = Teamwork!
Monday: Kyle Tuesday: AngelaWednesday: Terry (VP Sales)Thursday: AdamFriday: Todd
PLUS Engineers chipping in!
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Constant, Immediate Feedback
Week 1 Week 2 Week 3 Week 470%
80%
90%
100%
78%
82%
93%95%
83%85%
93%95%
LP Weekly Tech. Score SAP Avg. Score
Week 3 Week 470%
80%
90%
100%
86%
91%87%
97%
LP Sales Quiz Scores SAP Avg. Score
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Instant Rewards
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Inside Comp Sample with $40,000 Base and Quarterly Raises
Milestone Your Closed Gross Profit Mentor’s GP Quarterly
Raise Commission Total Annualized
Q4 14 $30,000 $50,000 $2,000 $3,100.00 $45,100.00
Q1 15 $60,000 $100,000 $3,000 $3,100.00 $51,200.00
Q2 15 $120,000 $200,000 $4,000 $6,200.00 $61,400.00
Q3 15 $180,000 $320,000 $5,000 6,600.00 $73,000.00
• $14,000 raise is what candidate sees• $7,500 is actual annualized cost to company
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You have Mentors Lined Up...
You have defined CLEAR objectives
You have identified mentors
You have built the business case…
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Create an employment brand
June 2014 -June 2015 Visitor Statistics• 217,688 visitors• 42 openings filled
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Glassdoor Visitors
May 2013 – July 2015: Glassdoor 160,961 total views
March 2012 – March 2013: Glassdoor 292 total Views
Previous Glassdoor
Visitors
New Brand Glassdoor Visitors
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November 2012- November 2013
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July 2014 – June 2015
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Create candidates by removing BARRIERS
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Finding your
New York Apartme
nt
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Posting an entry level position…
Entry Level Sales:We are open to candidates from all backgrounds and majors
No Experie
nce Require
d
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2 Jobs 4,291 resumes
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Can They Do the Job?
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Practical Sales: Interview Experience
STEP 1: One-Way Video Interview
STEP 2: Three Minute Mock Sales PresentationSTEP 3: Personality & Cultural Fit AssessmentSTEP 4: Role Playing / Final Interviews
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STEP 1: Technical Written Evaluation
STEP 2: White Board & Troubleshooting
STEP 3: Personality & Cultural Fit Assessment STEP 4: Final Interviews
Practical Technical: Interview Experience
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One Way Video Interviews
Prompted questions About finding candidates NOT screening candidates
– EEOC Compliant after the ATS
Only $59/per job unlimited videos! Code: 1FREE
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Collaborate for Efficiency
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Assessments as Data Points
Culture
Personality
Communication Style
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Mock Sales Presentation
Prepared Presentation As part of your interview, you are asked to prepare a 3 minute Sales Presentation on the topic of “Bring Your Own Device.” Imagine you are at a trade show and a customer comes to your booth and asks “What is BYOD?” Your goal is to convince the customer to setup a meeting to talk more. You don’t need to utilize the entire time period but you will be cut off at exactly 3 minutes so don’t run over. That is all the instructions you’ll have – take it any direction you’d like. Please DO NOT do a PowerPoint presentation. You can use a whiteboard if you’d like. Here are a few blogs to help you get started but utilize additional researchhttp://www.adcapnet.com/news/cisco-partners-study-endorses-byod-trend/http://www.adcapnet.com/events/october-30th-albany-ga-byod-and-mobility-solutions-seminar/
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Final Interviews
4 Mentors
3 Previous Apprentices
1 VP of Sales
15 Minute role playing “cold calls” face to face
128 interviews conducted in four hours
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CLEAR Rewards…Graduated Apprentices
THEY EARNED A JOB…
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To Be Continued…Career path
Three more defined career steps to go!Learning objectives
Weekly trainings: Determined by mentors and BDRsExpectations
Continued on-going feedback, Quarterly CLEAR ConvosAccountability
Increased responsibilities, More opportunities to make mistakesRewards
Quarterly raises and surPRIZES
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January 2014 Issue
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life is ALWAYSin BETA
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THE BEST TIME TO PLANT A TREE WAS 20 YEARS AGO
THE SECOND BEST TIME IS NOW
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