July 23, 2018

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Nah, I Don't Need That. I Know That

The longer Iíve been in recruiting, the less tolerant I become of mediocre attitudes. And one of those attitudes that is a sure sign of weakness is overconfidence. I couldnít believe my ears when I heard an owner of a ten-recruiter shop say, ďOur people donít need any more training. Theyíve been in the business a long time and know everything already.Ē

Um, okay. I could tell by the tone in her voice that she really believed this. I tried to overcome her concerns but was unsuccessful in helping her see that her people could learn more and that they could bill more by adopting some new ideas, tactics and beliefs. We quickly ended our call because I knew any attempt to show her otherwise would be futile.

At the end of our call, I sat there and came to a realization about people who canít see that they live in a state of mediocrity. They need to understand that thereís a difference between a recruiter who has been in the business for twenty years and another who has one year of experience twenty times.

If you donít grow and donít learn, you atrophy. You stagnate. You get soft and mentally fat and lose your edge and wonít be ready for the unpredictably volatile contemporary economic landscape in which you live.

Stay sharp. Get disciplined. Stay on the cutting edge. Force yourself to explore the depths of ideas that seem to be obvious and normal and everyday to you and get better at those things. The concept of learning how to make phone calls is something on which Iíve written and spoken and trained prolifically to dozens of industry groups and tens of thousands of recruiters and sales people. And I can learn more.

A month ago I found myself purchasing a book from a bookstore that at first glance I believed was below my level of expertise. It was Art Sobcazkís book ĎSmart Calling: Eliminating the Fear, Failure, and Rejection from Cold Calling.Ē When I saw the book on the shelf, my first instinct was this: ďNah, I donít need that. I know that already.Ē I even teach the stuff. How could I learn anything more about this subject?

But then I picked it up, flipped through the pages and learned one little idea. And then another. And then I was sold. I think Iíve made somewhere between 25,000 and 30,000 sales and recruiting calls since I first entered the business in 1995. And if Iíve been teaching sales training for seven years and if I learn something from a book, then Iím going to purchase it. It doesn't matter how long you have been in the business or how much success you have achieved. You can still learn more.

- Scott Love

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Copyright © 2010 Scott Love