The new market has created several new market trends for 2010, however one of the most significant trends we see here at Treeline is found in the technology industry. Our technology clients are currently the most aggressive when it comes to hiring sales professionals and the majority of our open roles are for software companies. They certainly have the most urgency and are the most progressive to adapt in the new market. They have adopted many new sales strategies that have proven to be not only effective but efficient. The majority of the changes have been in the structure of the sales team. The traditional technology sales force is comprised of a lead generation team, inside sales team and a field sales team. In the late 90's and for the decade that followed many technology companies built a very large field sales presence. Over the years, we have helped many companies build large field sales teams however over the past year and a half the sales model has changed. With cloud computing and the conversion from applications to Software as a Service (SaaS), we have seen a rise in consumer confidence and an adoption to purchasing products via web demos and conference calls. Therefore the need for a large field sales presence is not as cost effective or efficient as it once was. Technology companies are progressively moving away from a large field sales force and more aggressively trending toward an inside sales presence.
How many times have you stared into a fridge full of food and you can't find anything to eat? Or, how many times do you find yourself flipping through 500 HD channels to find that there is nothing on television? Today we have access to so many options in our day to day life that it is paralyzing. From what music we want in our ears to what kind of dairy product we want in our coffee, the decisions are endless.
HubSpot is an Internet marketing startup whose software helps businesses get found online, generate more inbound leads and convert a higher percentage of those leads into paying customers. It's an important tool to the sales and marketing team because it includes tools that convert, manage and nurture leads to win more customers.
The BEST sales person I ever hired came directly out of college. He has now gone onto several much larger sales management roles in a very large company selling and managing to very large accounts, with much success. At the time, I was managing a B2B effort in the SMB space for a large company. Our stringent requirements were 3+ years of sales success in the B2B space, but management was open-minded and encouraged all sorts of recruiting channels. I went after the colleges, and naturally, departing military officers!
Recently I sat with a great candidate to discuss his job search. We had talked about the different resources he could utilize to conduct an effective search and to my surprise I found that my candidate was not a member of LinkedIn. I suggested how he could maximize his search by creating a LinkedIn account. I was amazed to find resistance and a strong opinion to not join one of the world's largest, most powerful networking sites. Then I realized that he was averse to joining LinkedIn due to the fact that he had a misunderstanding of what LinkedIn is. He was under the impression that it was just another social site like Facebook. I spoke with him in depth about why he should join LinkedIn and shared with him how I utilize the site as a recruiter. It is one of the sites I use on a daily basis to find candidates and prospects and I think anyone who is not utilizing LinkedIn is doing themselves a major disservice.
At Treeline, our business model has always been unique and just a little bit different from other companies. We are purely a sales organization and our initiatives are not based on individual achievement like most organizations. Instead, our culture has been built around the mission of achieving one common goal through teamwork. Our goal is success.
I have been an executive recruiter for the past 5 years and throughout my tenure in this profession I have heard a plethora of excuses as to why a candidate cannot attend an interview. Often times, the cancellation comes the day of the interview, leaving recruiters like myself to scramble and put out the fire with our clients. There have been instances where a candidate has to cancel an interview for reasons to do with their current job: surprise visit from a client, unexpected ride day with the boss, etc.