…only without strategy!

There is a common mistake that I see repeated across the recruitment and staffing industry. From a development and training perspective over 80% of the recruiters I encounter are seeking to develop their sales skills: opening techniques, killer questions, Jedi-like influence skills, and robust closing skills. Each of these is a potentially valid training need. Each an area that I know I can help them to develop, although for some it is a case of putting the cart before the horse.

Let me explain further. Becoming a ‘great’ sales practitioner is clearly the goal of every sales person. Developing the techniques to win more clients is undoubtedly an important focus area for a self-sufficient recruiter. What benefit is there to develop such skills if you are pointing in the wrong direction? Developing the salesmanship of the individual alone is not going to generate more business.