Podcast — AoS #15: The Similarities Between Recruiting and Sales with Brian Wirtz
Brian explains what he has learned during a career of recruiting: how to build culture, find top talent, and structure KPIs.
This podcast is an excellent listen for anyone who:
- Wants to learn how to find and hire top talent.
- Believes that recruiting and sales have much in common.
- Is curious about the use of data analytics in management.
- Wants to learn the similarities between recruiting and sales KPIs.
- Understands that building great culture is the key to success.
In this episode of The Art of Sales Podcast, we chat with Brian Wirtz, Development Manager at Kitchell, about the similarities between KPIs and talent management approaches between sales and recruiting.
(2:09) The unique skill set Brian gained as an Officer Selection Officer (OSO) in the Marine Corps Recruiting Command.
- How screening and processing applicants for the Marine Corps is similar to recruiting and screening in the civilian sector.
- Why geography matters in choosing where to search for a career.
“Both sales and recruiting are all about having a conversation and seeing if there’s a mutual alignment of needs.”
(10:01) How recruiting KPIs and sales KPIs are similar
- It’s much the same… when you know your end target, you work backwards to figure out how many people you need to meet and connect with in order to hit that target, and then you look at how many calls/etc get you there, and so-on.
“To meet your end results you need to be loading the front end of the system the right way and be more efficient at each stage of the process (just like sales pipeline).”
- The systematic process gives you a framework to consistently hit goals, whether that’s in sales or recruiting.
- Helping people to find their “fit” is critical, regardless of career.
(22:01) Analytics and data in recruiting and management
- The role of a performance manager to measure performance on client portfolios.
- Good data analytics sets the tone for success or failure.
(26:30) The importance of strong corporate culture
- What it takes to be on Fortune’s 100 best workplaces list.
- Devoting leadership, money and time to creating culture.
- Look at your employees on a long term scale and work to retain them…. it pays off in the long-run!
- Monthly celebration events and entertainment to create a positive atmosphere.
- “I remember walking into Genentech’s office and thinking “Wow, these people get it, they know how to motivate people!”
(31:25) WHY is culture so important?
- “Most good companies can get someone in the door, but once they’re there, the great companies keep them.”
Recruiting is how you bring people in the door but CULTURE is how you keep people.
- We look at Brian’s current company, Kitchell, and how they find and hire people in the market who have “unrecognized value”.
(39:12) Brian’s tips and tricks for finding, attracting, and hiring top talent
- Hiring does not stop after people are hired, or even onboarded, it’s a continual process to engage, motivate and incentivize employees.
- Networking is key, as always.
- You must be connected with the right folks and know who can help you develop future opportunities.
(44:30) Closing round
- What motivates Brian in life?
- What does Brian love about working at Kitchell?
- Brian’s top takeaways from this podcast session.
Background
After a two-decade career as a Marine Corps Infantry Officer, Brian Wirtz is on a new mission to disrupt talent acquisition and development paradigms and accelerate the outbreak of corporate awesomeness.
An entrepreneur at heart, Brian deliberately augmented his military leadership and operations management skillsets with a broad spectrum of corporate experiences spanning the healthcare, biotech, finance, and construction sectors.
Brian leverages his military recruiting, training, and advising skills and project management methods to identify, understand, scope, and deliver change initiatives that ”satisfy the need” and “move the needle.”
Blending a strong foundation in strategic planning with an extensive background in training development and execution, Brian is a catalyst for teams seeking to destroy the norm.
Brian lives in his adopted hometown of San Diego with his wife, daughter, and golden-doodle puppy who collectively help keep his days exciting.
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