Hiring and Structuring Sales Teams at different stages
Key Learnings from the Sales Leaders and CROs diner by Sonnar - Hiring and Structuring Sales Teams at different stages
In today's professional landscape, the recruter is often perceived as a mere logistical support, a support function devoid of strategic impact. A survey reveals that only 4% of HEC graduates go on to a career in human resources, in stark contrast to business development (40%), operations (14%) and finance (13%)(source). It's a profession often described as "old school" and "whose practices can be improved", as Antoine Freysz says in the Génération Do It Yourself podcast.
This tarnished image of hiring severely limits investment and innovation in the profession. At Sonnar, we're convinced that hiring is not only crucial to growth, but must be radically rethought.
The recruter plays a key role on two levels:
Seen as a burden rather than a growth driver, recruitment is lagging behind. It's interesting to compare the recruitment and sales professions. Although the two professions are similar in many respects - precise targeting, prospecting, qualification, conversion, deal follow-up. The recruiter's job seems to be light-years away in terms of tools and processes.
Sales teams have access to advanced CRMs, telemarketing tools, coaching systems and knowledge sharing. recruiters, on the other hand, often make do with an application tracking system (ATS), and sometimes a sourcing tool to automate contact, but are sorely lacking in tools to improve their productivity.
Sales teams are often supported by Ops and Marketing teams, while recruiters usually find themselves isolated, faced with an avalanche of manual tasks. This approach hampers their productivity and limits their ability to focus on their real added value: selecting the best talent and building lasting relationships.
We have identified three key avenues for rethinking the business:
Scaling a startup is challenging, with 80% failing to reach critical size, according to McKinsey. The demand for Chief Revenue Officers (CROs) has surged, with over 2,000 positions open on LinkedIn. Fortune 100 companies with CROs see revenue growth 1.8 times higher than their peers, benefitiing from combining marketing and sales under one role.
The CRO's responsibilities include creating a unified revenue engine, from lead generation in digital marketing to sales closing. They handle market analysis, the customer journey and strategic expansions. CROs ensure alignment among employees, processes and technology throughout the revenue cycle.
This panel explores :
In addressing these points, the panel highlights the crucial role of CROs in driving high growth for companies.
It's high time we gave hiring its due. The Sales profession underwent its revolution in the 2000s with the advent of tools such as Salesforce (1999) or Hubspot (2006) and methods (e.g. MEDDIC in 1995). We're convinced that it's now hiring's turn to experience its revolution.
In today's professional landscape, the recruter is often perceived as a mere logistical support, a support function devoid of strategic impact. A survey reveals that only 4% of HEC graduates go on to a career in human resources, in stark contrast to business development (40%), operations (14%) and finance (13%)(source). It's a profession often described as "old school" and "whose practices can be improved", as Antoine Freysz says in the Génération Do It Yourself podcast.
This tarnished image of hiring severely limits investment and innovation in the profession. At Sonnar, we're convinced that hiring is not only crucial to growth, but must be radically rethought.
The recruter plays a key role on two levels:
Seen as a burden rather than a growth driver, recruitment is lagging behind. It's interesting to compare the recruitment and sales professions. Although the two professions are similar in many respects - precise targeting, prospecting, qualification, conversion, deal follow-up. The recruiter's job seems to be light-years away in terms of tools and processes.
Sales teams have access to advanced CRMs, telemarketing tools, coaching systems and knowledge sharing. recruiters, on the other hand, often make do with an application tracking system (ATS), and sometimes a sourcing tool to automate contact, but are sorely lacking in tools to improve their productivity.
Sales teams are often supported by Ops and Marketing teams, while recruiters usually find themselves isolated, faced with an avalanche of manual tasks. This approach hampers their productivity and limits their ability to focus on their real added value: selecting the best talent and building lasting relationships.
We have identified three key avenues for rethinking the business:
It's high time we gave hiring its due. The Sales profession underwent its revolution in the 2000s with the advent of tools such as Salesforce (1999) or Hubspot (2006) and methods (e.g. MEDDIC in 1995). We're convinced that it's now hiring's turn to experience its revolution.