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Not the biggest fan of the movie, but love the monologue… Movie-wise it’s still Boiler Room and Wall Street for me!
It’s frustrating when people don’t realise that recruitment is one of the purest forms of sales… but then again, I can understand why when more than half the recruitment industry simply post an advert, search an online CV database and send improperly qualified CVs… and that’s all after accepting whatever awful terms and rules of engagement / process the client dictates to be part of their 20 agency PSL! Are these people sales people? No.
If you’re not influencing process then you’re not doing your job properly and you’re not a salesman despite what you may think. Those wonderfully crafted emails I see far too many people hiding behind are also another example. They’re a great accompaniment to a strong sales call, but if you’re just typing it, you’re not ‘selling’ either.
The crowd that really earn their money is the headhunter crowd… as soon as you’re not adhering to process and are dictating how things work, you’re partially on the way… when you’re negotiating rates which fall in line with your set of Ts & Cs rather than that of the company, you’re selling... when you’re using exclusive candidates as leverage to open the door at a company that had been shut for the longest time, then you’re selling… and when you’re befriending line managers to do your dirty work for you, well, you get the picture! And on the candidate side, if you’re not taking ‘No’ for an answer (within reason) then you’re on the right track…
The biggest challenge I / we currently face is communicating value to HR departments that increasingly have / want things their own way because there are far too many recruiters that don’t know what it is to sell or how to sell and are thus willing to bend over to get access to a low-quality job (i.e. poor commitment, low margins etc)... as soon as you lower your pants and take anything less than 20% on anything that is not a pure volume account with good commitment, you’re on that downward spiral…
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