The #1 Mistake Recruiters Make That Costs Them Clients

0:00When you're sitting down with recruiters, what's the percentage split of like you're amazing at recruitment, but you're also amazing at business development? Yeah, we see. So we've got an interesting lens on this one from the podcast, but then with the training business, we're trying to close skill gaps. Like I said, fix those inconsistencies. And by far the biggest skill gap is that the sales side. i'd probably say like it's over half of recruiters would probably say that the sales of business development side is the hardest part i think bring this back to like starting a recruitment agency i see this time and time again because we also have like a growing community of solo founders so like they're just solo operators or very small businesses like that is often the biggest problem that they want to help with is like just really being consistent and building their pipeline the sell side and i do think it's probably the most important skill that you want to keep sharpening throughout your recruitment career so the the truth of it is there's a lot of people in our industry that would probably agree and say like that's their weakest part there's a lot that goes into that you can go into that if you want but like there's that is quite multifaceted i'd say so we've done some different stuff together recent thing being helping recruiters conduct discovery i think you guys are quite surprised to hear the amount of recruiters that don't conduct discovery so i think the first part is there is definitely some responsibility here on the company in terms of a lot of recruitment agencies if you were to say what's your sales strategy i don't know how many recruitment agencies if you're to line up 100 would say that like with conviction this is our sales strategy so i think that is part of that is part of it like is there a playbook that recruiters are given uh do they know how to position themselves they know what problems they're solving like are they given a sales process that they can work to a lot of recruiters aren't so i think a lot of it actually can stem from the environment that people end up in i know when i worked in recruitment it was just it was just like learning on the job doing it doing the reps failing forward that there was no sales strategy so i think that a lot of it can stem from there and then it depends on what environment you find yourself in but businesses are set up in different ways where you can have i don't know if you guys have heard the term like 360 recruitment that essentially means that you cover the recruitment process from start to finish where you're out there winning clients uh you're winning the the vacancies you're winning the the client partnerships and then you're working with those clients to then deliver on the vacancies the jobs that you're working on with them you would then go to market speak to talent present that talent like do the whole process but then there's a lot of companies where they've split out the sales function and the delivery function so that also might be um why like there's a lot that goes into it if i'm honest but i do think a lot of it stems from like i i got no like sales development or i had to find that all myself that's where the podcast came from me uh from uh where that idea came from i was that person that needed that help i wanted that help i was just sick of like just failing forward and just trying to figure it out directly in front of prospects.

3:09Like I was like, surely there's other people that I can learn from. I think there's a lot that goes into it, but for sure, the sales skill is the biggest skill that people want to keep developing or would say it's not their strongest.