10 excuses that screw up your placements, fees, and recruitment business

Over the last 10 years, I have spoken to over 100,000 delegates in over 1,000 conferences. I have read over 1,000 personal development books and spent oodles of money on courses, training and development. I have been lucky enough to meet, interview, and work with some truly incredible and inspirational people and, perhaps most importantly, I have asked myself every day, “What is it that differentiates elite performers from merely good ones?”

My talks, my coaching and my work is based on the answers to this question and any one of these distinctions can help you make more placements and improve your sales.

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Tips for Measuring Recruiters

Are you measuring a compliant Claire…Or a Rebellious Robert?

When making the choice to set KPI’s I would advise you are clear on the reason why you are setting them in the first place.  To help the individual, to give direction or to check up on individuals?

Compliant Claire can be compared to Lisa Simpson: ‘nice, willing, compliant, honest and very eager to please.  Having a detailed outline of what Compliant Claire needs to do could work well for her…as long the instructions are clear not open to interpretation.  Someone like Compliant Claire will need specific and measurable KPI’s so she can ensure she achieves them.

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4 simple tips for becoming a great listener

Do you ever finish a phone call or leave your client’s premises and think that they just weren’t listening to you? If you’re a manager or leader, do you ever think that you are talking to yourself? As a parent, do you sometimes wish that your children would just hear what you were saying?

As a speaker, coach and human being I hear these kind of comments and frustrations regularly. People feel that when they talk, the other party just isn’t listening. And this translates into unwanted situations whether lost sales, unsatisfactory team performance, or unruly teenagers.

If only you could be more persuasive, more influential or more impactful. If only, then people would listen to you…

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Are you a LinkedIn loser?

Are you a LinkedIn loser?

Are you a LinkedIn loser?

Recruiters are usually prodigious users of LinkedIn but are they actually using LinkedIn effectively and building credibility and influence?

Many people like to believe they are doing all the right things but how do you really know if you are a LinkedIn super-user or a super loser? (tweet this)

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5 simple tips that will increase sales

 

Selling has changed over the last few years. Business has got tougher and although markets have picked up and business is more fluid again, things have changed.

And because things have changed, salespeople have had to change too. We have to be better. We have to be more focused. We have to add more value. We have to be professional in a way that we’ve never been professional before.

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To KPI or not to KPI – that is the question…

After working in the recruitment industry for 25 years and several sales roles in one form or another for the 5 years previous to that, KPIs have always been part of my working life… and I love them!

So, having already put my bias out there, this blog post will aim to see both sides of the story, from the senior recruitment consultant setting up on their own as essentially a ‘one man band’, through the true SME aiming to grow, to the international recruitment group with over 1,000 staff. I’ve worked with all of them in relation to performance management.

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11 time management and productivity tips for getting more done

When I ask salespeople and business owners if I can help them with anything, one of the most common answers is time management. People are frazzled. Challenging markets, increased competition, rising expectations and always on technology have created a perfect storm of never-ending tasks that beg to be done.

When you look at those who succeed and compare them with those that don’t or those that achieve merely adequate results, one of the differentiating factors is how people use their time.

So here, in a quick read (because I know you are short of time) are 11 time management hacks and productivity tips that will help you to achieve more… right away.

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6 steps for handling objections

One of the hardest things to master when becoming a recruitment consultant, is being able to overcome objections. Whether these come from candidates or clients, it’s hard to not take them personally.

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What makes a great salesperson?

One of the questions that I get asked a lot is, “What makes a great salesperson?”

  • Is it something that people are born with or is it something that you can train a person to be?
  • Is there some kind of magical formula which results in a person being able to get good sales results?
  • Do some people just make more sales than others no matter what you do?

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6 qualities needed to run a successful temporary desk

It was nearly 25 years ago that I had my first experience of running a temp desk. I’d been working as a commercial perm consultant for a year and was making an average of 2 placements a week. Then the catering temp consultant, Mary was heading back to Texas and they needed someone to take over. It was November and Christmas would soon be here, so I thought it would be a great challenge.

Within 2 weeks I’d booked 110 temps out per day, with some only working a 4 hour shift. I was working 12 hour days myself and on call evenings and weekends. I ended up spending 4 years running temps on 4 different sectors and then managing a team of 11 who were able to deliver up to 1,500 temps out per day.

I learnt a lot from those days and some of the lessons are still relevant today.

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