Recruiting and Sales

Long have I contended that they were separated at birth. Salespeople and recruiters need to build and maintain pipelines (deals/candidates), networks (no difference) and track close ratios.

"Sell" done well, is NOT a four-letter word. So why then have all the recruiters with whom I've broached that conversation so opposed and seem to distance themselves from sales?

Can't we all just get along?

Comment by Rob Clarke on June 30, 2008 at 5:47pm: I share your contention, I think the difference comes in how they feel they are viewed, most people try to avoid "salespeople", thus they label themselves as something different- like the old cliche "people hate to be sold, but they love to buy!" I always like to add that everyone is a salesperson, it just depends to what degree- everyone will try to "sell" their views on something.

Comment by Jordan Shaw on July 2, 2008 at 2:21pm: Interesting discussion. I believe Recruiting is the art of selling the right opportunity in an ideal situation to all parties involved. In my work as a Technical Recruiter for a consulting company I am constantly selling our opportunities, culture, market share and specializations. Unlike "sales" I do identify candidates concerns and address them with truth. This has helped me form many lasting relationships, referrals, positive candidate experiences and helps me sleep better. Sales and Recruiting need to work hand in hand with open communication for a boutique company to survive and thrive.

Comment by Mike Maisel on July 3, 2008 at 12:00pm: Hey Jordan, would you please elaborate on just what you mean by "Unlike "sales" I do identify candidates concerns and address them with truth."?

Comment by Rob Clarke on July 3, 2008 at 12:31pm: By definition sell is "to cause or persuade to accept; convince"..... to Mike's point you can "sell" and still identify candidates concerns and address them with the truth. And I think herein lies the original post.....most people associate "selling" with dishonesty and that could not be further from the truth. This post is a form of "selling" an idea, when my wife tells me she spent x number of dollars at the store, but she "saved us" x number of dollars- she is telling the truth with a selling spin to it. Selling does not equal dishonesty or hiding the truth, it is making compelling statements that "sell" your beliefs and to trying to convince others to see things a certain way.

Comment by Rob Clarke on July 3, 2008 at 12:49pm: I guess I should clarify that selling is more than just making compelling statements, it is a multitude of other things like asking thought provoking questions, listening and understanding needs and applying what is best. Yes not all candidates are going to be right for the position, however being an advocate for whomever you represent does require you to sell.

Comment by Mike Maisel on July 5, 2008 at 4:36pm: I guess you could tell the "truth" reference in Jordan's post raised my hackles, and rather than pop off, I asked him to clarify just what he meant. Rob, I appreciate that you don't agree with the contention that most people associate selling with dishonesty but you acknowledge that it is a widely held belief. The story about your wife's shopping illustrates another point of concern.

Is it possible that, instead of your wife "telling the truth with a selling spin to it," is it possible that she was trying to explain to you the value of what she bought? You took it as a selling spin, but she saved money with what she bought. I think too many salespeople have traditionally relied on price or terms instead of selling value, because it's a lot more work to sell value. Many times I have closed deals where I was not the lowest price, sometimes even the highest. But, I was able to demonstrate the value of my solution to the buyer in the terms that the buyer set.

Personally, I have the thickest skin of any human you may ever meet (a necessity for success in sales), so I don't want anyone thinking that I go around looking for perceived bias just so I can blow the whistle. Rather, I am trying raise a discussion to uncover more of what we have in common than we don't. There are many unscrupulous recruiters who will do anything to close the deal - misrepresenting the employer and employee, and I'm sure these are a wee minority that reputable, honest recruiters have the same trouble with.