As a third party recruiter/headhunter/executive search consultant, you have two core competencies:
And thatís about it.
Letís look at the first one. You have to get other people to do what you want them to do. But hereís the catch. It has to be in their best interests. You need to offer the hope of a better situation, and that means that it is better based on what is going on in the mind of the candidate. You might think that someone will join your clientís organization because of the advancement opportunities. But the candidate may join it for the shorter commute or the nice people there. But as a recruiter, you are in a sales business. You are in the business of selling hope.
Second, this business is based on adversity. In fact, itís in our ratios. If you have a 5 to 1 interview to placement ratio, then that means that eighty percent of your pending deals are going to fall apart. You have to learn how to manage your emotions so that you donít become an emotional roller coaster every time something doesnít go the way you want it to. And you have to learn how to quickly change your state so that you can perform at your peak levels, even when you donít feel like it.
I find it so interesting that so many trainers in our business spend so much time teaching the mechanics and tactics of our business, when they actually contribute the least to a recruiterís performance.
Master the fundamentals of the tactics, of course. Even if you are an advanced recruiter you need to go back and continue to re-learn your domain knowledge of how to make placements happen. But you need to spend most of your time to continue to expand your knowledge of how to influence others positively and how to manage your own emotions.
Emotional intelligence can be defined as managing your emotions and positively influencing the emotions of others. That about sums it up for our business. Become an expert at emotional intelligence. Yeah, when I first heard that phrase, I thought it sounded too corny, too feminine maybe. But itís not, not at all. Itís real and authentic and is a natural part of who you are, and you have to master it. Championship athletes are masters of their emotions because they know that their emotional state affects their performance. Itís the same thing with you versus your telephone each and every day.
Iíve read several books on this subject, many of which have been written by Dan Goleman. Emotional Intelligence, Working with Emotional Intelligence, and Primal Leadership are a few that I have read and would recommend.
- Scott Love
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Copyright © 2011 Scott Love