Self sabotage is a major problem in our industry (in our society at large) and from coaching and consulting to so many people in our industry, I’ve seen it even in some of the most remarkable people that I’ve encountered. It’s prevalent in our industry. I would recommend that you study this and help your staff overcome it. And even from my own experience, it’s something I personally have had to work on and continue to work on to this day.
I find it interesting that nearly all the other training for our industry focuses exclusively on the tactics of recruiting (market, sell, onboard client, recruit, qualify, present, overcome objections, close, follow up). I've certainly created programs that cover these tactical components of search and recruitment, and they are indeed important to master. But in my own opinion, I believe that this tactical knowledge contributes only about ten percent to your success. About fifteen percent of your success is based on work habits, about twenty five percent is based on strategy, and a full fifty percent of your success is based on how you think. That includes your self esteem, your self confidence, your beliefs, your perspective on solving problems, your ability to quickly recover from adversity, and your attitude and outlook.
So why is it that most owners and managers of search firms and staffing agencies spend all their training time and their entire training budget on the very thing that has the smallest contribution to performance improvement? I think it’s because they are managers and not trainers. They’ve never really thought about it from a trainer’s perspective. They just did what was done to them when they came in the business.
Adult education is a specialized field of knowledge. I first learned this from my dad, who was a professional corporate trainer for over three decades. The first time I started training was when I was a leadership trainer as a naval officer in the early 1990's. Teaching adults to learn and master a concept is a whole different ball of wax, to learn how to conceptualize key concepts of a subject and translate them and communicate them into step by step systems that are replicable among all levels.
As a professional trainer, one who teaches adults to master key concepts and make appropriate changes, I have to look at things with a critical eye and ask, ‘How can I communicate this so it gets people to improve their performance?’ And when I started asking that question about our industry, or more specifically, ‘How can I train recruiters and get them to bill more?’, the results and answers I came up with seemed counter intuitive. The mechanics of the business will only take your staff so far. If you want them to become mega-achievers in recruiting, you have to focus on the full picture of achievement.
Your people need the tactical knowledge of the business, certainly. But don’t neglect their own personal development. If you manage a team of recruiters, you have to help them grow their character. Remember this: Recruiting is a personal development opportunity disguised as a job. If you help them grow their character and their spirit, you’ll help them grow their production as well.
- Scott Love
Scott Love trains, motivates and inspires recruiters to achieve greatness in the profession. Visit his online recruiter training center for tips, tools, downloads, videos, articles, instruments and quizzes that can help you bill more. www.GreatRecruiterTraining.com. Sign up today for Scott's Online Recruiter Training Center subscription to receive a monthly training video, free training conference calls, free access to all his webinars, product discounts, access to Scott's question and answer forum and much more!
Copyright © 2010 Scott Love