Where D2D reps actually come from
D2D reps come mostly from referral networks inside the trade, the conference and podcast circuit, campus recruiting for summer programmes, and competitors. The industry is small and personality-driven enough that most movement happens through people who already know each other rather than through advertised roles.
The industry runs on networks
D2D is closed and relationship-driven. Reps move between companies through people they know, which means recruiting is largely a function of how visible and well-regarded you are inside those networks.
Competitor turnover is the largest pool
Given how much movement there is, experienced reps changing companies are the biggest available source of people who already know the job. They also arrive with expectations set by their last employer, which cuts both ways.
Campus, for summer
Summer programmes recruit heavily from universities because the season matches the academic calendar and the demographic can relocate. It is a volume channel with the fit problems volume channels have.
Common questions
- Should I recruit from competitors?
- It is the largest pool of people who already know the job, and it is normal in this trade. They arrive with expectations you did not set.
- Do conferences produce hires?
- They produce relationships that produce hires. The industry moves through networks more than through advertised roles.
- Is campus recruiting worth it?
- For summer programmes it is the standard channel. Fit is variable, which is why those programmes recruit in volume.
More on building a team
The manager side: recruiting, onboarding, retention and the cost of losing a rep. Where the paid tier eventually lives.