Below is our most recent interview with Jay Martin, CEO of TalentMatch:
Tech Company News provides the latest technology news from the most innovative tech companies.
Originally posted at: https://techcompanynews.com/an-interview-with-jay-martin-ceo-at-talent-match
A: We like to think of ourselves as the national gateway for any sales, technical or leadership candidates from the document management industry interested in a change. With dozens of agreements with most OEMs, Mega-Dealers or small business dealers throughout the United States, we have opportunities for the entry level professional to the tenured, experience professional for specialized verticals, commercial, strategic, major accounts or organizations with a global presence. We place extraordinary leadership talent in positions of Sales Management, Major Account Team Leadership, Directors, Vice Presidents of Sales and Presidents of Marketplaces across the USA. If we cannot place talent within our community clients, due to lack of timing or a lack of fit, we do our level best to assist the candidate in any way with the resources we have to complement their ongoing new job search. Our mantra is simply "helping people" drives a process where, eventually, everything falls into place for all parties.
Any organization with a national frontline sales force. We believe our business model to be unique in that the pool of talent we work with have choices in careers in software solutions, capital equipment sales, marketing and incentive sales, energy and technical pre and post sales/analytics roles along with regional and national leadership opportunities.
How much horsepower we have to help people. We have over 40M contacts in LinkedIn, Facebook and various other social network platforms. We are in the top 1% of users for the LinkedIn network and participate on their advisory council. We have never solicited an organization for our services yet, have over 50 active clients nationwide. Without exception, they all came to us. Our staff work experience is either from software recruiting, industry recruiting, careers in sales and senior sales leadership. You will find a lot in common as a sponsored candidate working with one of our Directors.
On the client side, we will get a profile of a position they are seeking to fill, location, compensation range and an assortment of desired extras they would like to see in the sponsored candidates we present. Once we have the profile of the talent they are seeking,we post on LinkedIn, our website and other social media outlets. We utilize the tools offered in LinkedIn for the specific search of these candidates and in short order we can drive resume flow back to the client for their review and consideration. Should one of our clients be interested in one of the sponsored candidates we have presented, we then provide all the scheduling from the initial phone or in person meeting to the final interview. We are the sponsored candidate's mouthpiece from beginning to end, including the compensation phase of the interview cycle. We coach and counsel where appropriate and will provide the bad news to an interested client, should our sponsored candidate wish to go in a different direction in their job search and vice versa.
On the sponsored candidate side, we have an initial conversation, we ask that they complete a TalentMatch Survey we provide for them to better understand their income needs, relocation options and career interests. We ask that they review our website that has over 100+ listings across the USA with dozens of new ones added every month. Once we identify an opportunity in sync with the sponsored candidate's work history and interests, we then weigh a decision on whether the candidate's resume may require some customization that is more directed at the opportunity we are sponsoring them in. Often, we will modify a candidate's resume to link more directly their work history with the opportunity they have identified. Once this phase is complete, we present and present and schedule the candidate with our client contact all the way through to the final interview. We believe that this "hands on" approach is unique to the placement & recruiting activities for this space. We believe that this type of client and candidate care keeps all parties coming back for more of our unique service. We believe that the client and candidate experience with TalentMatch must be not only productive, but memorable as such an experience will always have them coming back or quick to provide a referral to expand our business as we produce results.
Given some recent additions to our staff, we have a keen interest in expanding our services to other verticals, specifically in the Cloud Services and Software realm. We see this as a HUGE growth opportunity in the years to come. We also see our model as being useful for consulting services to both the client and sponsored candidate. TalentMatch will be 20 years young in 2020. We look at 2020 as an exciting year for change, new challenges and remarkable market growth!
Below is our interview with Jay Martin, CEO of TalentMatch:
Tech Company News provides the latest technology news from the most innovative tech companies.
A: TalentMatch partners with clients to provide recruiting, IT, sales, marketing, coaching, strategic planning, training, and process improvement consulting. We insure that a clients's business objectives are translated into measurable bottom-line results. We know that hiring, managing, and motivating a high-performance sales or IT team will result in acquiring, expanding, and retaining long-term profitable customers. We are dedicated to improving our client's business process through the identification and qualification of better hires.
The TalentMatch team is comprised of best-in-class, seasoned professionals who are successful business owners and/or past senior-level Fortune 500 executives. Each brings to you more than 20 years' experience with a consistent track record of delivering bottom-line results. We help companies identify, develop and execute a successful go-to-market strategy built on real-world expectations with definable results.
TalentMatch has proven experience to assist in finding the appropriate executive sales or technical talent for each unique opportunity our clients may have to offer: From high level sales and marketing executives accustomed to success in partnering with C-level leadership in a targeted account to the accomplished IT talent for PRE or POST sales analysis or BIG DATA support to entry level sales talent looking for their first start in the B2B sales world. We have a track record of placing successful sales professionals in Territory/Geo Sales, Major Accounts, Government Sales, Sales Management, Branch and Regional Management assignments, Vice Presidents and Presidents of a marketplace as well as accomplished IT professionals for specialized roles. For all your recruiting needs we are the one-stop solution for quality candidates. We also have proven expertise in placing operational, administrative, marketing and financial management positions within our customer base. Our recruiting process is proven in terms of quality of candidates and speed to completion.
Our clients have the opportunity to participate in an interactive recruiting process that is unique to the recruiting business as it provides hands-on participation with rapid positive results. This exclusive approach allows our clients maximum penetration with day-to-day control of the hiring process. TalentMatch is a unique one of a kind, 20-year-old, recruiting company, with a customer focused approach geared to you and your business needs.
Talentmatch also offers a powerful and dynamic service in Executive Coaching. For over 3 decades, senior leadership at TalentMatch has had the privilege in facilitating skill set development in both organizations & individuals. They have a proven track record as a specialist in turning around sales & management for marketplaces, ranging from Fortune 500 companies to start-ups. They have a proven track record of making under-performing sales teams and executives successful.
TalentMatch offers a unique recruiting experience for both the candidate and client. From the candidate's perspective, we believe that we have honest, frank and specific discussions with candidates in the job market relative to who they might be competing with for a position (experience wise); needed edits to their resumes before we present to a targeted client; who they need to be in any prospective employer engagement in either an in person or phone interview.
From the client's perspective, we believe that we provide a service of providing talent that is a match for their staffing needs, candidates vetted for an engagement with the interested client and speed to talent.
Given that most of our staff has had hands on experience in Corporate Sales with Fortune 500 companies, we believe that this work history experience gives TalentMatch an edge in the marketplace for both candidates and clients interested in a fluid, turnkey process of insuring speed to talent for all parties in the TalentMatch process.
We work with multi-billion-dollar Fortune 500 companies as a part of our client base. We work with the small business owner and privately owned, $100M organizations across the United States. We are a West Coast Company with a national reach. Just view our website, to see what our cherished clients are saying about us.
We started with less than a dozen active working clients when we first took ownership of TalentMatch in 2011. Since then, we now have over 80+ clients, all of whom have reached out to us directly for our services and many from the small B2B type organization to the multi-billion-dollar OEMs of the nation and the world.
We believe that we are most fortunate to be working with the extremely talented professionals in the document management space for a couple of unique, but significant reasons: this group of people, especially for those who have had years of success in this industry, are a different breed in talent, temperament and functionality.
The salesperson representing just software has to capture the confidence and advocacy, typically, of the IT decision maker to get his or her products and technologies sold.In the document management space, the most successful salespeople from this industry, have learned how to make the janitor or Kelly-temp at the receptionist desk become their new best friends. Given the competition in this industry, it is the most multi-talented, multi-dimensional personality that typically captures the mind share of an organization. One can find such a talent, in huge numbers, from that special group of people, making a great living as a document management salesperson. Given the confluence of shared technologies in the market today, specifically when it comes to software, it was unheard of a company like an Oracle or a SalesForce or others to pick off front line sales person from the "speeds and feeds" (document management) industry, but it is now happening every day. More and more companies are recognizing this unique quality and trait in the talent from the document management space and capitalizing on it.
That said, we are approached on a monthly basis, from new prospective clients now keenly interested in introduction to the vast talent pool of this type of talent who we sponsor and represent every day.
This new awareness is driving our growth into a number of new and different industries from IT BIG DATA for the IT professionals from the document management space who reach out to us, to prospective clients from the software space to prospective clients from the marketing and incentive space as well as representation from a number of other industries.
We believe that the awareness of how special the document management professional is in today's marketplace has now finally arrived and we are extremely pleased to be a part of this new world and all that it will do for the future of our organization from expanded strategic consulting, to leadership training, to sourcing and recruiting for international companies interested in a global presence for their products, services and technologies.
The Follow-Up Blog highlights industry trends, insights and keys to success from today’s top sales leaders and executives. Today we caught up with Jay Martin, CEO of TalentMatch, a recruiting partner that also offers sales consulting services.
Jay Martin had a long career in sales for large marketplaces before starting his own endeavor with TalentMatch. Jay has a BA from UC Berkeley and an MBA from Middlebury Institute of International Studies at Monterey, focusing on International Business. Jay’s unique combination of progressive-sales thinking coupled with his thirst for international expansion has made him an accomplished leader in the sales industry. I caught up with Jay via email this past week to learn more about his experience and approach to sales.
Originally posted on The Follow-Up Blog at: www.follow-up.io/single-post/2017/11/07/TalentMatch-CEO-Jay-Martin-provides-a-WIN-WIN-for-both-Clients-and-Candidates
JM: TalentMatch partners with clients to provide the recruiting of extraordinary sales and sales leadership talent, coaching, strategic planning, training, and process improvement consulting. We understand that hiring, managing, and motivating a high-performance sales team will result from acquiring, expanding, and retaining long-term profitable customers. We are dedicated to improving our client’s business processes through the identification and qualification of talented hires. In our sponsored candidates we assist in their preparation that promotes the confidence needed for the candidate to convey their skill sets for the position we recommend. Having a “play to win” attitude is a WIN-WIN for all parties involved as the TalentMatch interview experience allows for our clients to see the very best qualities in our sponsored candidates and see enough to know whether or not they are a fit for their respective organizations.
As a former Vice President of Sales for one of the largest marketplaces in the country back in my time, this next business chapter is a natural progression of a long history of participation and engagement in sales evaluation and acquisition on many levels. Having the opportunity to create a WIN-WIN for both client and candidate is a HUGE blessing for me.
On my very first day working with a major player in the document management space, the position I interviewed for was no longer available and my new assignment went from running a fully staffed and experienced sales team with a marque brand name and enormous market share to a position leading a sales team with minimal name recognition and zero sales people for a sales team. The first day on the job was finding out that my assignment, not what I expected, was a complete start up with minimal market share and zero salespeople for an authorized headcount of eight sales executives.
What I quickly learned was that if there was ever an opportunity to advance your career post promotion, it would be to start from a “smoking hole”.
As the saying goes, sometimes in life, you “can’t fall off the floor”.
Hard work and good fortune gave me the privilege of shaping a new sales team, generating solid sales in a selling environment that often pitted them against sales people working for the same company, but representing a different technology. We were the sales team that was the “little engine” that could and despite all odds, became an effective sales force in the marketplace with President’s Club award winners.
The lesson in this experience was truly reliving the adage, that nothing will ever happen in your life, personally or professionally unless the pursuit starts with a strong and unshakeable belief in yourself. This will always be the starting point of an effective “DO’ER” in any level and in any walk in life.
My time in senior sales leadership positions in the document management space, as well as other industries in sales and marketing and time as a private consultant in sales and sales leadership training seminars.
In Sales leadership positions, I learned intimately the challenges and nuances of talent acquisition at a high level. I had the privilege of identifying, hiring and training talent that grew into high octane six-figure achievers and multiple President’s Club Award winners.
In other sales/marketing positions, I expanded my business acumen and expertise beyond the document management space
In private consulting and recruiting, I remain in the center of what matters most for sales organizations, which is the effective instruction of sales and sales leadership on the fine art of upgrading their skill sets and sales effectiveness to increase their sales productivity.
This is a DAY vs. NIGHT comparison. Back when I started, the document management space was referred to as the “speeds and feeds” business. A “technical” specialist or senior salesperson would be differentiated only by the fact that they could more effectively demonstrate or articulate the benefit of the two sided copying feature.
Today, given the confluence of shared new technologies, particularly in the software world, where it was once unheard of, but today front line sales people in the document management space are now being picked off on a regular basis by companies such as HP, Microsoft, Oracle, Salesforce, and others. Again, there was zero recognition of cross transferrable skills from each of these sectors and now there is a confluence and “crossing over” that is now more common than ever.
The future is now taking shape where many an organization in the document management space will divide the discipline between sales and software knowledge and application left to specialists to a single individual with both expertise. This is the “future state” that is now morphing throughout every sales team across the country in this space.
Research businesses or trends or possibilities based on your temperament. This is key. “Know thyself”. Are you still okay being in front of people dealing with people issues all of the time? What is important to you early in your career is based on a value/ambition quotient that changes over time. What is important to you today, may not be as important to you later in your life. You have to get up every morning not thinking that the day ahead is going to “work” and getting back on you “job”. If you are lucky enough to be doing what you want to be doing at the back end of your career, it will never feel like work, for the rest of your days. Again, “know thyself” and match your career work with your temperament.
Surround yourself with active, creative, high energy brain power. Often times your “brand” is truly the sum of all who you surround yourself with. I am blessed to be surrounded by some very special people in my work and personal life.
Lastly, take more risks. The time to take huge leaps into the deep end of the pool is when you are young and early in your career. “Fail your way” to success is a phrase that meant a lot to me throughout my career. “Playing the fool” along the way is for “none but the brave” and can bring about phenomenal personal growth.
With regard to sales talent and the corporate world’s need to have quality sales talent representing them in their GO-TO-MARKET strategy, there will always be a market for the sponsored candidate who is represented by quality, ethical placement agencies who are devoted to nothing other than the successful placement of the candidate and the WIN-WIN for the clients they represent.