Salesmanship

3 Easy Ways to Increase the Quality of Your Sales Candidates

I like to think of the beginning of the year as a second holiday for recruiters. The office is buzzing, we’re about to receive budgets, new headcount, and we are eager for a fresh start. To kick off the year in sales recruiting, you’re calibrating with hiring managers, learning about their ideal sales…

Have You Thought of Using ‘Participation’ As Your Sales Metric?

Ongoing management — low performers, mid-level performers and even high performers need it. It does not assume high performance, and once high performing, does not assume it will always continue. Everyone needs to be managed on a consistent basis. In sales, the goal of ongoing management is participation rate. Whether your agency has…

How To Turn Client Criticism Into A Win

Although it’s rarely discussed openly, the most pervasive problem in doing search is internalizing criticism from employers. It causes recruiter burnout, limits options, stifles creativity and results in low self-esteem. That is why overcoming objections is such an important part of any placement training program. But overcoming objections doesn’t overcome the effects of…

Avoiding the Hot Lead Brush Off

Dear Barb: My sales people get very frustrated when they get a lead from a candidate that a company is hiring. They call in and the prospective client says they are not hiring. At that point, you can’t call the client a liar, even though you know they are. In the past, this…

7 Ways to Get Hiring Managers to Say Yes

Require the client to listen to a presentation. “Oh Jeff, you sound so forceful!” I really am about this. I’ll show you how to make that hirer listen! Let’s start with the basics: It costs a hiring authority time, effort, and eventually, money, to hire a candidate. Initially, you compete with the inner…

Learn to Be Charismatic and Sales Will Follow

Recruiters who possess a high degree of self-confidence and charisma tend to dominate their market and out perform their competitors. They negotiate higher fees, gain access to elite clients, and land highly sought after retainers. Much of their marketing is done for them; new clients seek them out because their reputation precedes them….