six ways top recruiters think differently | webcast
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©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS
Six Ways Top Recruiters Think Differently
©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS
Engaging the BEST talent, not just active job seekers
6
20% Semi-active
& active
80% Passive
& Super-Passive
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US unemployment rate for in-demand skills
7
Source: http://online.wsj.com/article/SB10001424127887323936804578229873392511426.html
Biomed.
Engineers
Petroleum
Engineers
Real Estate
Appraisers
Insurance
Underwriters
Computer
Hardware
Financial
Analysts
.4% .6% 1%
1.7% 1.9%
2.3%
National
Avg.
7.6%
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A different target…
12
Active Candidates
Regularly visit job boards &
career sites
Have a current resume
Eager to read job descriptions
Likely to apply for a variety of
positions
Don’t visit job boards or career
sites
Don’t have current resumes
Unlikely to read a standard job
description
Likely will listen to the right
opportunity
Passive Candidates
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…Requires a whole different approach
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Great recruiters think about jobs the
way marketers think about products
Strong brands move people toward
purchase long before they enter the store
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Through decision
making process
57%
Due
diligence begins
Purchase
decision
Consideration
list formulated
First contact
with supplier
Source: http://www.executiveboard.com/exbd/sales-service/the-end-of-solution-sales/index.page
©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS 19
Source: http://www.mckinsey.com/insights/leading_in_the_21st_century/how_leaders_kill_meaning_at_work
©2013 LinkedIn Corporation. All Rights Reserved. TALENT SOLUTIONS
Millennials will comprise the majority of the workforce
by 2015
21
2015 2020 2025 2030 2040
Builders Baby Boomers Gen. X Gen. Y Gen. Z
Source: U.S. Census Bureau
23
They are proud to tell others where
they work
They care deeply about the future of
the organization
They are inspired by company
leadership and by those they work
with
The most engaged employees are
motivated by a sense of pride
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Great recruiters do too
Sales people…
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Mindset Structure Culture
29
Sales
Team
Individual
Organization
Sales teams measure lots of
things, but they MANAGE on
the few measures that move
THE BUSINESS FORWARD
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The sales funnel
31
SOLD!
Qualified Prospects
Proposals
Solution Overviews
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The recruiting funnel is no different
32
Hires
Qualified Profiles
Interviews
Interested Responses
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Regardless of organization size
33
Hires
Qualified Profiles
Interviews
Interested Responses
Ed Nathanson
Head of Talent Acquisition
Rapid7
“Talent acquisition will be run much more like sales
organizations and business partners than HR
organizations, with incentives in place beyond just
hires that measure retention and impact.”
5
6
4
1
Career Opportunities NOT Job Descriptions
2 Recruiting IS Marketing
Every Employee
IS
An Ambassador
Recruiting IS Sales 3
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Me
Every employee a hub
36
Every profile view AN OPPORTUNITY
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Engaging, friendly picture
Who wouldn‘t want to work
with Stacy?
Links
to branded destinations
Killer summary
Written in the first person,
oozing with passion.
Descriptive headline
That goes beyond the title
OTHER FEATURES WE LIKE
• Core skills, endorsed
by her network
• Volunteer experiences
• Just enough on prior
positions to build credibility
Lead by example The anatomy of a well-branded recruiting profile
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Warming up passive talent
39
High
Very
High
Extreme
Moderate
Low
6
5
1
Career Opportunities NOT Job Descriptions
2 Recruiting IS Marketing
Harness the
POWER
of Data
Recruiting IS Sales 3
4
Every employee IS an ambassador
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Do your hiring managers want you to find this
little guy?
41
Do you use data
to make conversation
MORE productive?
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Present your hiring managers with data, not opinion
42
Every “requirement”: 3
Remove or alter a second: 71
Remove or alter one: 19
Remove or alter a fourth: 126
Remove or alter a third: 82
Planning to expand? Is talent acquisition at the table?
LinkedIn Recruiter: a sourcing tool and a talent pool analytics tool
6
1
Career Opportunities NOT Job Descriptions
2 Recruiting IS Marketing
Be
STRATEGIC
Recruiting IS Sales 3
4
Every employee IS an ambassador
5 Harness the
POWER of data
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Elevating the recruiting function
45
Strategic
Continuous
pipelining
Continuous multi-
channel engagement
Powerful talent brand
Employer of choice
Talent data guides
business strategy
True strategic
leadership
Developing
Early shift toward
passive talent
Some social recruiting
Building awareness
Defined employer
value proposition Traditional
Post and pray
Agency reliance
Reactive
Start from zero
Foundational
Strong sourcing
capabilities
Targeted engagement
Employees as talent
brand ambassadors
Success metrics
1
Career Opportunities NOT Job Descriptions
2
3
4
5
Recruiting IS Marketing
Recruiting IS Sales
Every employee IS an ambassador
Harness the POWER of data
6 Be
STRATEGIC
Six Ways
Top Recruiters
Think Differently
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