Recently, I was speaking at a conference and one of the audience members approached me to ask about a sales presentation that they had recently failed to win and wanted sales tips for the future. They wanted to know what they could have done about it and how they could improve their chance of winning a similar pitch next time. The main issue in this situation was poor sales positioning…
For the owner of a small agency, it’s a difficult decision that could take your business to the moon, or send it crashing into the landfill.
For the manager or director of a recruitment giant, it is also what your reputation and future promotions may hang on.
When to hire, who to hire and whether to hire at all?
Influencing skills are critical for recruiters, so how can you develop yours?
Leaving the EU reminded me of break up where one party just didn’t want the other to leave.
We all know the feeling well. The job market is being squeezed, financial markets are at an all time low and your clients don’t want to use recruiters. When they do come to you they try to squeeze the fees, you are not making many placements and you are looking for the answer, some help, anything!!
When the markets are like this you tend to spend more time analysing your sales staff activity. It is easy to see who is doing what, who is trying their hardest to create something out of nothing and those that are just stumped for ideas, or worse, just can’t be bothered.
With your experience of boom and bust recruitment markets you talk to your staff and you make suggestions, set targets, even have the odd competition in order to give your sales activity the shot in the arm it needs.
Then you pray (joke).
But in a strange way it’s easy to handle contractions or downward trends in the market, even market shocks can be navigated but what if everything is going well? Maybe we are just getting used to it?
But what if the markets are buoyant, your clients are calling in mandates, your teams are making placements, but you know in your heart of hearts that they could be producing more?
What about your top billers – what if they are making a ton of placements, but you know they are not even out of second gear? You know that if they put their foot on the gas they could take it to the next level. How do you get them to listen to you and to do it?
OK, I’ll be perfectly honest, the jury is still out for me on social media.
Recruitment was never an industry to shy away from new technological advancements and tools that would help people do a better job. In fact, you might say that as far as the business world goes, recruiters and other people from the industry have traditionally been among the first to adopt new technologies and aids that made them more efficient and successful.
It is therefore no surprise that a number of recruitment companies and other people who work in the industry have started including big data in their conversations. Some people have already started tapping into the immeasurable pool of information that is big data, while others are still thinking of ways to put it to good use. The important thing is that it is becoming more than just a buzzword of the day.
Recently, I went out with a few people for a meal. It turned out that one of them was in sales. He had no idea that I am a motivational speaker and during the meal we talked about various things but towards the end of the meal this chap (let’s call him Pete) mentioned that he was a bit bored of his job because he has to do the same things over and over.
Rejection in sales isn’t new. The search for the miracle “get past the gatekeepers, talk to decision makers rather than chat to their answer phone, and not be fobbed off in the first minute of the conversation” wonder drug is still being hunted by millions of recruiters and their managers.
Working as a recruiter requires high self confidence, so how can you build yours?