Welcome to the third installment of our blog post series with recruiting industry trainer Jon Bartos. I spoke with Bartos about some of the challenges facing recruiters in today’s marketplace. Links to the first two blog posts in this series are located below:
“And the Number-One Question Recruiters Should be Asking is . . .”
“Battling One of the Biggest Mistakes Clients Are Making Right Now”
Despite the fact that activity levels have increased for recruiters since the Great Recession, a disparity exists between that level of activity and the amount of revenue that recruiters have been generating. As any recruiter knows, just because you’re busy doesn’t necessarily mean that you’re making placements, too.
So—how does a recruiter ensure that their amount of revenue matches their level of activity? Bartos indicated that it begins and ends with the job order. If a recruiter is working on the “right” job orders, their activity will be rewarded with revenue. If, on the other hand, they’re working on the “wrong” orders, the disparity between activity and revenue could grow quite large.
According to Bartos, there are three factors regarding the job order that currently contribute the most to a recruiter’s revenue. Those three are as follows:
- The quality of the job search
- The sense of urgency tied to the search
- Whether or not the recruiter will be working directly with the hiring manager
“If you’re not looking at those things, your activity could be up, but you might not be generating a lot of revenue,” said Bartos.
One of the worst things a recruiter could be doing is just snatching any job order that comes along and working it without asking the right questions or properly qualifying it. Such a practice is not conducive to revenue generation.
“As a recruiter, you have to be good at taking job orders,” said Bartos. “You have to make good decisions about everything on your desk. Ask yourself, ‘What’s the closest thing I have to money?’ and then focus on that.”
— — —
Jon Bartos, a guest writer for the Top Echelon Recruiter Training Blog, is a premier writer, speaker, and consultant on all aspects of personal performance, human capital, and the analytics behind them. In 2010, Bartos founded Revenue Performance Management, LLC. The RPM Dashboard System is a business intelligence tool used worldwide for metrics management for individual and team performance improvement. In 2012, Bartos achieved national certification in Hypnotherapy, furthering his interest in learning the dynamics behind what motivates others to achieve higher levels of success. Click here to visit Bartos’s website.
Leave a Comment..