June 22, 2018

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Championship Performance

I reached out to a search firm owner recently to talk about spending a day with his team, helping them improve their performance as recruiters. He told me that he doesn’t have a need to train his people. “They’ve seen it all and we don’t need to train them any more.” I found this ironic because his firm almost went out of business and has a reputation for being a ‘recruiter mill.’

Everyone can get better, even cranky old veterans who have seen it all. This is my twentieth year in the recruiting business. I learned more in the past eighteen months than I have prior. Years ago, when I started my recruiter training and development company, I adopted the attitude of a student, not a teacher. This perspective causes me to learn something new every day. I love this business more today than when I first started because you never stop learning. As long as you are open to growing and expanding your domain knowledge of search and placement, you have a lifetime of challenge and reward ahead of you. When you say, “I don’t need any more training,” you have given permission to all of your competitors to pass you on the performance highway.

Think like a champion. You need to improve and make ‘course corrections’ and always be open to learning. Here is a model to follow to help you do it. Get your journal and write the answers to these questions:

Look back over the past two years and ask yourself these questions:

1.What decisions have paid off? What decisions did you make that were correct and have yielded fruit? It could be related to strategy, such as how you decided to market for new business when you did not need it and ended up finding three new clients which replaced your legacy low-fee clients who were always slow to pay. It could include developing a sub-niche in a vertical market. Perhaps you stopped spinning plates all over the country and finally decided to dominate a specific geographic region within your industry niche.

2.What decisions were mistakes, and how did you learn from them? Pinpoint specific errors in judgment or incorrect strategic decisions and document them. Congratulations. You are now modifying your behavior and can use those decisions as a baseline.

3.On a scale of 1 – 10, with 10 being your maximum effort and intensity, what is the amount of effort you have put into your personal performance as a recruiter/sales person?

4.Starting today, on a scale of 1 – 10, what will be the amount of effort you are going to put in to the business? How is this going to improve your performance? What are you going to do differently from this point on?

5.If there was anything you could change about you that could result in bigger billings, what would it be? What action steps can you take to change this?

Sometimes training doesn’t include learning a new technique or rebuttal or script. Sometimes it is an adjustment in the attitude which relates to performance output. Follow these five journaling exercises and you will be on your way to achieving your maximum potential.

Scott Love takes the mystery out of recruiting and sales and teaches a systems approach to success, so that nearly any recruiter or sales person with a strong work ethic can become a big biller. Scott has been in the recruiting business for nearly twenty years and is the only industry trainer who is a member of the National Speakers Association. Just like you, he works a desk every day. He is a published author and has been quoted in the Wall Street Journal, Selling Power Magazine, and dozens of trade publications and blogs around the globe. Scott is a graduate of the United States Naval Academy and lives in the Washington, DC, area with his wife, toddler daughter, and teenage son. He spends his free time beating his friends at poker, doing stand-up comedy at comedy clubs in Washington, and spending time with his family. Visit his website for free tools that can help you become a big biller: