Sales Hiring With Gem

Solution BriefSales Hiring with GemSales teams are the growth engine and the lifeblood of every company,so it makes sense that sales positions are typically the #1 hiring priority forboth talent acquisition leaders and their orgs’ executives. As a sales leadermanaging the team that most directly impacts company revenue, you knowthe importance of “the three Rs”—recruitment, retention, revenue—to thesales function.Hiring well is imperative if you want to hit youroften aren’t actively looking for new roles.goals and see your company thrive. In sales,Proactive sourcing means you don’t have toyou’re able to look at your revenue funnel,wait for the right candidate to come along orforecast targets, and learn how on-track you aresettle for the best of your inbound applicants;to meeting those goals. At Gem, we believe youso you’re filling roles more quickly—with the topshould be able to look at your hiring funnel andtalent that already fits your ideal profile.do exactly the same things. The costs of a salesmishire are steep: recruitment and training time,yes; but also severance costs, the lost businessthat new hire didn’t bring in, the team’s reducedproductivity while in damage-control mode, andthe opportunity cost of failing to hire a bettercandidate. All in all, hiring the wrong rep cancost as much as 6x that rep’s base salary. What’smore, the average annual turnover for salesteams is between 27% and 35%—and it takes,on average, 7 months for a new sales hire tobecome a quota-carrying member of the team.Until month 7, in other words, that new hire islosing you money. That’s all just to quantify theimpact of a mishire on revenue. But you mightalso know from personal experience the negativeimpact of failing to hire quickly enough (it takes4.5 months, on average, to replace a saleshire)—or of failing to hire at all.Gem understands the importance of sourcingpassive talent to sales. The best salespeopleGem sits on top of LinkedIn because it’s theunparalleled database of sales talent. Itautomatically creates records for each prospectyou want to save, serves up email addressesso you can contact them directly, and lets youone-click upload their profiles into your ATS.This automation means 4x faster sourcing. Butonce you’ve found your prospective candidates,there’s an enormous advantage to using emailinstead of InMail to reach out. That’s how Gemsupports those very-top-of-funnel efforts whichwholly impact your pipeline.

Solution Brief: Sales Hiring with GemGem auto-captures information fromprospects’ LinkedIn profiles, lets youone-click upload that data into yourATS, add them to a project, send thema message, or schedule a sequenceof messages to go out to them—allwithout ever leaving their LinkedInprofile.Why Gem Email InMail 90% of talent prefers to be contacted byemail rather than InMail. This means thatrecruiters and sales leaders who reach out viaInMail aren’t keeping candidates’ preferences(and the overall candidate experience) in mind. Your first message is statistically unlikely tosucceed—but you can 2x response rates withfollow-ups. A single email sees a 15% replyrate, while a 4-email sequence sees a 35%reply rate. Yet InMail follow-ups are manualand can’t be tracked without a spreadsheet,meaning recruiters and sales leaders who’vetaken on recruiting roles are much less likely toremember to follow up after that first attempt.Gem’s automated follow-ups, on the otherhand, make you more than twice as likely toget to an initial phone screen. And becauserecruiters can set-it-and-forget-it, there’s nopressure for them to remember to send thatsecond, third, or fourth email. You can’t track your outreach in InMail.but you can with Gem’s sequences. Gemtracks open rates, click-through rates, replyrates, interested rates, and content stats. Thismeans sales recruiters and leaders can dig in,discover best practices, and optimize theiroutreach to capture the sales talent whoseattention they most want to get. Gem email allows you to send-on-behalf-of(SOBO), 4x-ing response rates. With Gem,you can even send on behalf of multipleteammates in the same sequence. Stages 1and 2 might come from the recruiter, stage 3from the Director of Sales, and stage 4 from theVP of Sales. Now you’ve got a very high-touchengagement strategy from multiple people,who might even reference a conversationthey had about the prospective candidate inthose messages to make it feel extra personal.Our customers have seen response ratesquadruple with SOBO.Gem automatically logs InMails, so you can takea multi-channel approach to engaging with talentand track your emails and InMails in one place.

Solution Brief: Sales Hiring with GemGem’s Outreach Stats showopen, click, reply, and interestedrates, which you can filter byattributes such as role andrecruiter. It also allows you totrack recruiter activity in the earlystages of the funnel—fromLinkedIn profile views and thenumber of people added to Gem,to number of prospectsconverted into the interviewprocess.Pipeline AnalyticsWhereas Outreach Stats allows you to analyzetop-of-funnel activities, Pipeline Analytics—Gem’s analytics platform that’s fully integratedwith your ATS—allows you to view your fullsales hiring funnel, from initial outreach tohire. Pipeline Analytics allows you to answerquestions like: How many offers accepted did Sales RecruiterX get in Q4? What have our passthrough rates from phonescreen to onsite for SDRs in the Austin officebeen since January? How many candidates in the Sales departmenthave offers extended that haven’t beenaccepted yet? How many candidates will we need at eachstage of the funnel in order to hire 7 AEs,based on historic conversion rates?Gem has unlocked the ability to forecast our talent pipeline,which is the primary driver of our revenue pipeline. Gem takesthe guesswork out of hitting hiring targets.Patrick BlairExecutive Vice President, Global Commercial Business

Solution Brief: Sales Hiring with GemSales leaders are accustomed to setting andwe’ve built talent reengagement features thattracking goals and forecasting future salesallow sales recruiters to nurture candidatesrevenue based on historical business data. Thesebeyond the initial outreach sequence byare processes that are ingrained in the salessearching their candidate database, mining themfunction. It only makes sense that you have thefor candidates they’ve previously sequenced,same data available to you when it comes toand re-engaging with specific talent poolsrecruiting top sales talent.such as silver-medalists. Our Nurture featureFinally, we know that even when you’re hiringthe “best right” talent, some degree of sales repturnover is inevitable. Top performers are boundto leave your company eventually for a varietyof reasons. Gem ensures that sales teams haveallows recruiters to easily set up reengagementsequences to go out in the future as soon as aninitial outreach sequence ends. This way you’realways already in touch with your next set ofsales hires.a quality pipeline for replacing those valuablesellers. As with sales prospects, it can take manytouchpoints to influence a career decision. SoOur response rate drastically increased once our Sourcersstarted using Gem. The automated follow-up feature doubledour conversion rate from initial reach out to phone screen.Mike MoriartyGlobal Head of Talent Acquisition

Solution Brief: Sales hiring with GemPipeline Analytics gives salesrecruiters and leaders a full viewof the hiring funnel so they candetermine where sales talent isdropping out and what parts ofthe funnel need attention. It alsolets recruiting and sales teamstrack against pipeline goals,forecast, and allocate resourcesmore intelligently.To learn more about how Gem can help your team,visit gem.com or contact us at info@gem.comGem is an all-in-one recruiting platform that integrates with LinkedIn, Gmail, Outlook, and your ATS. We enabledata-driven, world-class recruiting teams to find, engage, and nurture top talent.gem.com

Sales Hiring with Gem Hiring well is imperative if you want to hit your goals and see your company thrive. In sales, you’re able to look at your revenue funnel, forecast targets, and learn how on-track you are to meeting those goals. At Gem, we believe you should be able to look at your hirin