Recruitment Training is one thing and having a team of consistent high billers is another. In today’s soft business economy recruiters need to work smarter the ever before. Hard work is one thing and yet focused and systematic actions implemented are another.
The management guru’s will always suggest that motivation is the key to increased performance and productivity. I wonder if you are screaming, “I hear you”… and yet you are wondering how you motivate your recruitment consultants who are just not performing.
As a recruitment business owner how do you motivate your team? It is simple and I will explain later. First though, this word motivation is complex. You see it doesn’t just start of its own accord. Motivation comes after the fact. Let me explain. You will general notice that it is much easier to motivate someone that is performing well. Once that ball has started rolling we all feel more inclined to carry on pushing.
I am going to use an example many people can relate to. Losing weight. Many of us humans battle with this one. At some point in our life we decide to take action. It might be for something specific. Perhaps a wedding, holiday etc. We then start to ‘do the work’ that we know produces results. We start and we know that in our heart of hearts if we stop sticking rubbish in our mouth and move more magic happens. We feel better and our weight drops. The thing is once you have started your healthy eating and exercise campaign the thought of getting into that pair of jeans spurs you on. Why? Because you are seeing the results.
Now relating this to your recruiter training and their motivation. First off they need encouragement and direction to do what works. Unless they are totally new they know what they need to do. They might need you to remind them. They need to be more active and engaged. They need a plan and a strategy. This usually involves upping their own recruiter game. Getting on the phone, sending more CV’s, reaching out to past clients and candidates. As they do this the results start to happen.
As this is happening you are encouraging and supporting them. They had to start the action. Deep down they wanted to as well. Because we all want to be successful. As human beings we are wired that way. We are success driven achievers at heart. Guiding your recruitment team to what works is a form of motivation. Now you are in a situation where they are even able to self-motivate.
Recapping what has happened. Motivation starts with knowing what works and encouraging your recruiters to take action. Then supporting and encouraging them. Small wins and your recognition of them are important. Having your manager believe in you is important in any business. Never more so than in a selling environment. Selling is full of rejection and at the end of the day your team of recruitment consultants are human beings who, on some days might not cope with rejection. This is where having a solid relationship with your recruitment consultants, where encouragement is given is key.