zodo

31. And finally, build your own talent bank and hire people for free!!!

This is the easiest one to do. It takes no work and costs you precisely nothing.

Build up a talent bank of good cvs.

You’ll probably need an ATS to do this (don’t forget this free one is great). If you get cvs in now for a job and think they could be useful in the future try not to log them in email folders, cupboards or excel spreadsheets.........that will only get you so far. A cv database will allow you to store unlimited cvs with a couple of clicks, search them by detailed criteria in

seconds and send bulk emails with details of a role........	oh and this is all free. It will also allow potentially interested
jobseekers to log their cv with you for future roles.

Don’t forget, the cvs that you get in are exactly the same as the cvs that agencies get, they just store them and retrieve them better than direct employers then charge you 20% for the privilege of sending you a cv that you received directly 12 months ago but failed to store correctly.

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A quick analysis of 2 different jobs from 2 different companies.

These were taken from a well known job board and not altered in any way by us other than to remove the company’s identity. The numbers relate to our comments below:

The job title for this role is Sales Manager - e-learning. We’ve listed a few comments below.

[1]xxxxxxx training division run over 100 courses a year globally, training over 1000 professionals across 10 different market sectors. Its e- earning division is currently developing training courses across a number of our brands. A sales manager[2] is required to maximize the income from this activity.

The Role

An ability to work independently, and consistently achieve deadlines and targets.

80% telephone sales, following up on leads that are generated by marketing activity.

20% consultative selling and account management, requiring a professional and articulate individual who is able to present well to clients. This element of the role will increase as our library of content grows.[3]

The Sales Manager will need to work closely with the Marketing Manager to follow up on leads that have been generated. Attendance at some xxxxxxx events may be required. This is an area of the business which has seen proactive investment and this is the first year of its renewed operations making this an ideal opportunity for a committed and ambitious individual to create their own role.

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The Benefits

[4]In little more than a decade, xxxxxxxxx has grown from the launch publisher of a single B2B financial magazine to a global business media company with a portfolio that is the envy of its peers. Whether communicating in print, in person or online, xxxxxxxx prides itself on its entrepreneurial culture, creating market-leading products for the industries we serve.

As you would expect from a leading specialist business information provider, we place a high value on our employees and are striving to be an employer of choice. In doing so we offer highly attractive rewards packages[5], an environment where performance is recognized and rewarded, jobs and careers are fostered and people are respected to ensure we attract and retain the calibre of people that we need for our rapidly expanding business.

Our review............

1 Good. A killer fact right at the top.

2 Good. Job title in the first 100 words but put it right at the top as well............’xxxxx is looking to recruit a Sales Manager - e-learning’. The more mentions of it the more prominent the job will be. Include also the phrase ‘business development manager’ - it’s an alternative job title some job seekers might use. This is the easiest way to do it, right at the top of the advert: Sales Manager / Business Development Manager sought by xxxxxxx.

3 Not so good. No measurable criteria set out for the skills required for the role. This will encourage too many inappropriate applications.

4 Great selling point but needs to be more specific:

‘a global business’........	how many countries do they operate in/how many people etc?
‘a portfolio the envy of it’s peers’.........		give us some names!!!
5 ‘Rewards packages’..........	such as?

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This next job advert is for a Sales Executive vacancy. We’ve listed a few comments below.

xxxxx is recruiting Inside Sales [1] professionals. This is a great opportunity in IT Security Sales where you will sell xxxxx products and solutions to our Mid Market customers. Mid Market customers have up to 5,000 seats and are business, education and government organizations.

You will be a hardworking, tenacious individual who will generate substantial revenue through strong customer engagement and new business creation and development. You’ll use your skills in building successful relationships and your considerable ability to influence and negotiate to close significant business for xxxxxx.

You will, of course, achieve or over-achieve your Sales target. You’ll also ensure that your customers experience committed, first-class customer service.

xxxxx is the largest privately held IT Security company, and this is your opportunity to be a part of our continued success story! [2]

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Main Duties [3]

Achieve or over-achieve on your Sales target, generating opportunities and closing sales through outbound telephone calls

Work with Partners to close sales through joint outbound calling activity

Perform to KPI targets including number of calls, talk time and other daily/ weekly/ monthly metrics

Own your business, understanding your forecast and planning your work to deliver your forecasted revenue

Work with Channel Managers and their resellers to target cross-sell activity with joint customers. Provide input into the creation of data lists, agree timescales/ dates of campaigns and a mechanism for feedback of information to the account manager and the reseller

Support other sales teams on specific campaigns to ensure specified, accurate and complete information is passed on to the account managers in a timely manner

Develop and maintain detailed knowledge of both xxxxx and competitor products and services

Adhere to CRM (Pivotal) business systems and activity management standards, ensuring that all activity is logged and is accurately updated

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Skills and Experience [4]

Experience of the following is essential:

Telephone sales

Building rapport and developing mutually beneficial relationships with business decision-makers

Understanding and applying Sales processes, forecasting and pipeline management

Handling multiple activities and tasks, prioritizing effectively

Providing an excellent customer experience

The following are desirable criteria:

Understanding of the Computer Security market place

Developing and monitoring business and account plans

Experience of selling into upper mid-market accounts (higher value sales)

Understanding of channel sales model

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Benefits [5]

The remuneration package includes:

Annual holiday entitlement of 25 days

Group personal pension scheme

Private medical insurance

Critical illness insurance

Death in service policy (life assurance)

Permanent health insurance

Travel insurance

Personal accident cover

Our review…

1.Good early mention of the key word ‘Sales’ but it should be the full job title and ideally repeated at least once more in the opening 100 words

2.Great killer fact but ideally should be in the first paragraph to grab people attention. Remember the preview the job seeker first sees when doing a search on a job board is only the first 100 words or so it needs to jump out at people to tempt them to actually open the job up.

3, 4, 5. Good. Lots of detail on the role, the skills required and the benefits offered.

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About the author

Nick Leigh-Morgan is the Managing Director of Zodo, a company which specializes in providing recruitment systems and services to small and medium sized employers. We work with companies to manage their recruitment for them, typically working to provide a shortlist of candidates for any vacancy sent to us. Currently we have a success rate of helping our clients fill in excess of 60% of their vacancies. Zodo is not a recruitment agency. We don’t operate like one and don’t charge like one.

We have not been paid for any of the product recommendations we have made and our endorsement of them is based purely on our personal use or awareness of them. Whilst every effort has been made to ensure that the information provided at the time of writing is accurate we don’t warrant that it is. Please ensure you do your own research before purchasing or using any products or services that we recommend.

Please do follow the company for updates of new services we’re going to be launching soon, upgrades to iKrut and other stuff that’s going on:

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