What are your job fill ratios?

A couple of years ago I remember reading one of *Greg Savage's Blogs called ''15 sure signs your 'client' does not take you seriously'' and coincidentally I was about to run a client management training course the week after.  I contacted Greg and asked if he would mind if I…

Change your game

In December a lot of recruiters mentally give up for the year.  Subconsciously they shut up shop, probably stopped marketing and were basically sales hibernating for the Christmas period... BIG MISTAKE! See, over many years, I have witnessed recruiters starting each new year with renewed hope.... hoping the next year…

Do you have referral fear?

When coaching Recruiters around the sales elements of their role one of the first things I look at are their conversion ratios and activity levels. This is a powerful exercise of understanding where the weak link in the sales chain may be.  Almost without exception when I tackle the subject…

Cold calling is dead, thanks to LinkedIn

As with you perhaps, this title certainly grabbed my attention when I read it on Forbes a few weeks ago.  Largely to do with the fact that sales and LinkedIn are the tools of the trade for most recruiters and with a changing landscape ahead of us, how does this…

What are your critical numbers?

Increasing sales and market share is simple — ask your team to make more sales calls and they’ll come back with more placements, right?  Or maybe not. This myth needs debunking, it's a flawed strategy when you solely focus on quantity.  Effective recruitment firms have sales prospecting metrics that determine…

When the going gets tough …

During the last global financial crisis, some consultants thrived, many only survived and a few did exceptionally well. As you are well aware, be it recruitment, sport or anything else, the cream always rises to the top. Have you asked yourself why or how that is? In this 10 minute…

Are you killing your sales calls?

It's been over 2 months since my original blog on cold calling and it's place in todays evolving market.  The debate is still continuing and it’s fascinating to watch.  I thought I would respond to many of the emails and LinkedIn comments by summarising in my upcoming 6 part blog…

Did you think cold calling is dead?

You may recall in my last blog 'Is cold calling dead in recruitment' I asked you that very same question?  The result was that this particular blog attracted a lot of attention, with some very strong views from opposing ends.  Due to the fact that I received such a high…

Is Cold Calling Dead in Recruitment?

Perhaps an odd question coming from a sales trainer?  But I’ve been asking myself that very same question for some time now…  As a result I embarked on my own journey of research to see if I can come to some conclusions, which will ultimately shape the way we train…