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December 17, 2017

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Three Quick Tips for Improved Performance

Tip #1: Read before you start.
I play better golf whenever I watch the professionals on television the day before. Before my poker sessions, I make better plays and remain calm and collected and yield more profit when I read from a poker book just a few minutes before playing. And in the game of recruiting, you will find that your days are better and more productive if you start them by reading from a sales book. So make a commitment that each day, right before you hit the phones, you will read for at least five minutes from a sales book or a motivation book. Develop this as a habit and see how effortlessly things will flow for you.

Tip # 2: Get an accountability partner.
When you share your weekly performance targets with someone else and ask them to hold you accountable, you will be amazed at how much performance output you can muster, just because you know someone else will be checking up on you. But you really have to honor this commitment to others and also to yourself. Itís easy to ask someone to hold you accountable. Itís harder to follow through. Iíve had at least a half dozen people over the years who have hired me for coaching, pre-paid for several sessions in advance, and then disappeared because they knew that I was going to check up on them as they asked me to. I call it the ĎDodge the Coachí syndrome. Deep down inside, we want to disappear and not be found out. Donít let this happen to you. Face your fears, put yourself in a position of accountability, then face them again as you push your way through to success.

Tip # 3: Harness the Power of Momentum
For a lot of recruiters, they gain momentum on their desk everyday around 4:30 pm. What if their momentum started at 9:00 am? The key to gaining force is to look at how momentum builds in nature. It was Newton who discovered that force equals mass times acceleration.
Letís break that down and see how it applies to our desks as recruiters.

  1. Your mass: how much activity do you have on your desk? Do you have a robust platform of client prospects and pending deals? Your success will always bring you more success. Once you can at least get some forward motion and some activity, then you will feel like doing the business again. Even if your successes are small, such as a few good phone calls, then you will start to build a mass of energy that will help you move forward. So start each day with five good phone calls. Build a mass, even a small mass, of positive energy and positive feelings about recruiting by getting a batch of five good calls first thing in the morning.

  2. Acceleration. Do this within a one hour period of time. Start your first hours of your day with five good phone calls.

(NOTE: Thanks to Alan Weiss for the Newton reminder. Alan is my former mentor and one of the smartest people in the business world. I highly recommend his content: www.summitconsulting.com)

- Scott Love

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