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    The Race to Place
    The Race to Place
    The Race to Place
    Ebook59 pages1 hour

    The Race to Place

    By Geoff Sims

    ()

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    About this ebook

    When the author started working in recruitment over thirty years ago, things were very different.
    The key measures were the number of interviews arranged with clients and the number of temporary workers placed. That was the only information a manager was interested in.
    Technology makes life easier for the consultant today, but it also makes focusing on outcomes more of a challenge. Today a recruitment consultant is measured on every part of his or her role. But the fundamentals stay the same – if the outcomes are prioritised, other performance measures will take care of themselves.
    The Race to Place is an essential and powerful guide which covers the basic sales process, tips and
    techniques that form the backbone of a successful career in this sector. It is a must read for those
    embarking on a career in recruitment and a valuable tool for any experienced consultant or sales professional in general.
    LanguageEnglish
    PublisherMelrose Books
    Release dateMar 20, 2018
    ISBN9781912333547
    The Race to Place

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      Book preview

      The Race to Place - Geoff Sims

      Introduction

      The aim of this book is to help individuals working in recruitment, or embarking on their career in a recruitment agency.

      When I started in recruitment more than 30 years ago, life was very different – no internet, mobile phones, customer relationship management or candidate databases, and very little compliance by way of legislation regarding verification of candidate eligibility. Most of this technology and process makes life easier for the consultant today, but the combination makes focusing on outcomes more of a challenge. The key measures back then were the number of interviews you arranged with your clients each week, or the number of temporary worker starters you had each week. That was the only information your manager was interested in, and the only data you could easily provide.

      Today, a recruitment consultant is measured on every part of their role. If you focus on achieving the outcomes as a priority, your other performance measures will take care of themselves. So embrace change, judge yourself on what you do today rather than what you did yesterday, take responsibility for your actions and you will succeed.

      If there is one message that I would like anyone reading this book to take away, it is that the fundamentals of recruitment consultancy have not changed, but everything else has. This book covers the basic sales activities, tips and techniques that form the backbone of a successful career in this sector.

      1

      The Business Development

      or Sales Call

      The most important aspect of successful sales calling is focusing on the desired outcome. This should not be overcomplicated. It is also important not to confuse an excuse for calling with the overall objective. It is best to keep objectives simple:

      1. register a new vacancy

      2. arrange a face-to-face meeting

      3. leave a foot in the door (FITD)

      These objectives must be SMART:

      Specific

      Measurable

      Aspirational

      Realistic

      Time dependent

      – which applies to everything the consultant attempts. In the context of the recruitment sales call, the T (timescale) is the duration of the call. Many textbooks use Achievable for the A in SMART goals, but my logic is that if it is aspirational yet also realistic, it is naturally achievable, so why not aim high?

      I often ask the question of consultants I am training what they believe their objectives to be. They can reply with anything from building rapport to selling the company and obtaining information – none of which are SMART goals, using the above definition. Other responses can include marketing an event or seminar, taking a reference or aftercare. All of these are good excuses for making a client call; however, if they are the objective, there is a danger that the call will be completed without asking for an opportunity to recruit for the company, because the focus is on the wrong outcome.

      For example, a call to invite a potential client to an event is turned into a sales call by simply asking: What can I help you with at the moment? before ending

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