ATTRACTING A-PLAYERS TO YOUR TEAM

RALPH BARSI • Senior Director, Global Sales Development • ServiceNow

ralph.barsi@servicenow.com • @rbarsi • in/ralphbarsi

SAN DIEGO CHAPTER MEETING

February 19, 2019
What follows are checklists
Do the opposite and A-players won’t appear.
Decide to invest in top talent

Attract the talent, don’t pursue it

Help talent reach “The Breakeven Point”

Show a well-lit career path

Aim for world-class

Decide to invest in top talent
Aim high, miss high.

q You must first decide – as a company and as a team

q “The team with the best players wins.” – Jack Welch
q Know what great looks like - Ideal Candidate Profiles & key personas
q Communicate the criteria to your hiring team
Attract top talent, don’t pursue it
A-players don’t want to work for bronze medalists.

q Cast a bright Bat Signal into the marketplace

q Publish killer job descriptions that don’t put candidates to sleep
q Host fun, informative recruiting events at your office
q Already have a winning team that refers other winners
Help talent reach “The Breakeven Point”
You’re either a consumer or a contributor.

q Light up the onboarding experience

q Provide a deep learning platform
q Certify the team on everything
q Show them, don’t tell them
q Create a mentorship program

The First 90 Days by Michael D. Watkins

Show a well-lit career path
Top talent begins with the end in mind.

q Manage expectations of time-in-role

q Remind the team that their time-in-role is finite
q Create a stepladder (inbound outbound closing)
q Highlight alumni who’ve made the journey
Aim for world-class
Lead by example.

q Raise standards. Period.

q Integrity and ethics are paramount to success (ROE + Comp)
q Measure twice and cut once when hiring and promoting
q Your reputation must precede you (internally & externally)
THANK YOU
RALPH BARSI • Senior Director, Global Sales Development • ServiceNow
ralph.barsi@servicenow.com • @rbarsi • in/ralphbarsi

SAN DIEGO CHAPTER MEETING

February 19, 2019