In my previous blog post, I described “3 Reasons Why Your Recruiting Firm May Be Underperforming.” In this post, I’m going to address specific ways to define recruiting success and set your goals. Before you can succeed, you need to define…

Recruiters – have you thought about what you want to accomplish in 2016? Believe it or not, it’s almost the end of 2015 already–but there’s still enough time left to take a step back and develop a strategy for the upcoming year. Use our…

Utilize percentages when you’re interviewing your candidates.  Find out how much of their time is spent using specific skills or completing certain tasks. Understand that a certain task of their current job may represent fifty percent (50%) of their time,…

All reluctance is an emotional short circuit that diverts energy from the act of prospecting to the act of procrastinating.  Instead of making calls, call-reluctant salespeople are busy preparing to prepare, and avoiding the phone.  They allow their fears to…

During a speaking engagement a few years ago, I asked about 350 account executives, “Can we all agree that four hours per day of phone time is critical to our success?” Three hundred and fifty hands shot into the air….

Filling open jobs in a timely fashion with a high-quality candidate is a problem for companies and recruiters alike. The longer a position remains open, the more costly that opening becomes. The situation isn’t getting any better, either. According to…