Is the customer always right? Nope. In fact, most of the time they are wrong. So, why do sales staff continue to believe the customer is right? This goes on at every recruiting company, and I see it most with either inexperienced sales staff (obvious) or sales staff that have come from different industries. The problem usually is the fear that telling a client "no", that terrible two letter combination, will result in a bad relationship. I have never, and will repeat the word NEVER,…Continue
There are two things (hopefully) that every person will encounter in their life (among a million other things, but we’ll focus on these two for now).
What do these two things have in common, you ask? I’m glad you asked, let me tell you why.
Imagine yourself walking into a car dealership to buy a brand new Audi A6 sedan. You’re going to encounter 1 of 2 car salesman.
Added by Dane Anar on April 10, 2013 at 2:33pm — No Comments
They broke open a new vertical, won massive accounts and were on track to hit 200% of quota. Management was singing your praises and you were already raising next year's targets. Now they’re gone and you’re wondering what happened - and how to keep if from happening again - while they’re working for your biggest competitor.
We know that story well because we’ve been on both sides of it. Whether you've recently lost an A-player, or want to hold on to the ones you already have, we’ve…Continue
Added by Cody Pierson on January 18, 2013 at 10:00am — No Comments
When you are looking for a job in today's job market, the key is to know the right people. Experts all over television, career websites, radio, and online media all point to your network of associates as playing the vital role of landing your next position.
However, at the same time, how many people actually know any sales recruiters? It's not as if you meet them at the local coffee shop and hand over your resume. With online tools, websites, career boards, and social…Continue
Added by Or Hillel on January 2, 2013 at 8:21am — No Comments
Ever seen those training providers that promise to help you unlock the secrets to cold-calling?
Most of the time this “secret” turns out to be something inane like sounding really happy when you make the call or only doing it when the sun’s shining.
What seems to drive of most of the recruitment sales training I’ve ever seen is the fact that cold-calling is an omnipresent part of a recruiter’s life - and so they had better get good at it.
Frankly, I think that’s…Continue
New Podcast: What It Takes To Make Successful Sales Calls
"Sales Call Reluctance Coach" Connie Kadanski interviews Scott Love to find out what it takes to make successful sales calls. Scott breaks it down into practical steps for anyone who must proactively prospect in order to succeed in their sales/recruiting role.
Listen now: http://www.greatrecruitertraining.com/podcasts
Added by Scott Love on July 18, 2012 at 11:11am — No Comments
Some months ago, I was phone screened for a Senior Recruiter role with a Fortune 500 retail company. During the phone screening, which lasted 75 minutes, I talked for roughly 10-12 minutes. Instead of digging deeper into the responsibilities of the role I applied for, the Recruiter spent most of…Continue
When sales executives promise clients the world, and recruiters can't deliver, you get a mixture of bad blood and toxic rivalry:
"I no longer trust the sales person to bring in a qualified and fillable job requisition. I won't recruit on ANY of this sale's persons requisitions."
Added by Jessica Lunk on June 27, 2012 at 2:00pm — No Comments
At a recent CSP (California Staffing Professionals) event, I had the pleasure of listening to Matt Payne, a long time disciple of Brian Tracy and now trainer in his own firm as he discussed the use of neuro-linguistics to program our thoughts into actions. I remember learning about Maslov's Hierarchy of needs in college. Matt put it a little differently. He posited that we basically have 6 core unconscious desires. (Not to be confused with obvious needs such as food, shelter and parental…Continue
Added by Shannon Erdell on May 30, 2012 at 7:00pm — No Comments
The Kentucky Derby is known as the “most exciting two minutes in sports.” But it has nothing on recruiting. The recruiting game has plenty of the elements that make the Derby so riveting.
Speed wins the Derby - and speed wins placements. In an industry where second place doesn’t matter, recruiters have to work fast to deliver the best candidate first.
Some thoroughbreds are born to race. Some people…
Added by Jessica Lunk on May 3, 2012 at 9:13am — No Comments
In our house, listening is the number one point of contention currently. It seems that our 5 year old son is able to turn his hearing on and off like a switch. I know that it’s just his age but it is infuriating the number of times one kid can be asked to do something before he actually acknowledges it. Ask him, however, if…Continue
Added by james nathan on April 20, 2012 at 11:00am — No Comments
Employers had the advantage during the recession. Yet, gone are the days of hiring overqualified candidates at discounted salaries. Job opportunities are on the rise. The best workers have choices and we are currently seeing candidates receive multiple offers at competitive salaries. According to CareerBuilder’s 2012 US Job Forecast, here are the top 4 functional areas that will see the…Continue
Added by Ann Clifford on April 16, 2012 at 10:45pm — No Comments
As a professional in the recruiting industry, you never know what your day could bring. Put a few good habits to work, so when things do go haywire, you can stay on route to closing more business.
Are you guilty of putting these lame excuses between yourself and opportunity?
1. Didn’t Have Access
Recruiting is a business based on people. And people can be a bit unpredictable at times. So don’t get caught off-guard. An investment in…Continue
Recently when I presented the “Secrets of a Successful Job Search” at the University of Utah, I asked the participants “How many of you feel you have been discriminated because of your age?” About a third of the people raised their hands.
When you read about diversity recruitment most people discuss systems and solutions but I have yet to see anyone discuss the root problem. Possibly the reason that you do not see the root cause is that most people who write on the subject are outside…Continue
I woke up this morning with my dog sitting next to my bed, waiting for me to open my eyes. His tail was going everywhere. Everywhere. And it reminded me of a conversation that an old co-worker and I had about "Wagging Tail Syndrome". If you haven't heard the expression, here is the definition:
Wagging Tail Syndrome (WTS): When your salesman gets off the phone without all of the job requirements saying they have the best order in the world.
Sure, we all have…Continue
While working a blended desk may sound easy in theory, it takes a special person to do it effectively. Not calling myself…Continue
Added by Zachary Sines on January 10, 2012 at 8:48am — No Comments
Another week, another ‘job boards are dying’ blog post. If I had a dollar for every post like this, I’d be a (moderately) rich man. Truly.
I try to avoid the ‘job boards are dying’ discussion because (a) it’s a flamer’s game (not unlike arguing with those who disbelieve climate change), and (b) those of us in the biz know it…Continue
So why not develop and reward employees based on a…