Don't get me wrong, recruiting is not rocket science and it can be a great career. Anybody can learn the basics and feal good about their progress in the first month or two. Just to clarify, this blog mostly applies to an agency recruiter or headhunter type position. While the unsuspecting may look at recruiting as a fun service position bringing together employers and candidates in holy employment matrimony, the reality is that it is sales. Well what is wrong with sales? Absolutely nothing, in fact I believe sales is the greatest profession and endeavor a person could undertake.
Sales is dynamic, exciting, challenging and can be immensely rewarding financially. But you could never see yourself as a salesperson. Let's clear something up. A loud, aggressive, and brash salesman stereotype is far from accurate. I am guessing that stereotype developed over the years because this kind of salesperson is so rare and unforgettable when you meet him or her. Of the hundreds, maybe thousands, of salespeople we encounter in a lifetime, it is often this type that we don't forget. If it makes you feel any better, that type of salesperson probably isn't in sales any more. They're probably a spammer or something.
Actually, the best salesperson is low key. They are extremely good listeners and they are the kind of people you like to be around. They ask good questions, usually look sharp, have a quiet confidence about them, and they are often willing to pick up the tab! They are extremely helpful. In fact, if you need help moving, putting up a fence or anything, they'll be there, with a smile on their face ready to go to work. Well, that's me you say? You are that person. Probably so, but there is another aspect of sales that is key for success.
Outwardly appearance and actions says one thing, but the mark of a truly successful salesperson is what's going on inside. You can learn a lot about sales from tapes and books, but there is one aspect of sales that is difficult to teach and it all involves what's going on upstairs. In fact, you can find an endless amount of information on how to be a great recruiter or salesperson from industry "experts" and supposedly highly accomplishment salespeople. Sure, there is some good information out there, but most of what you will get out of it may externally motivate you, not internally motivate you. I'm not so convinced you can instill or teach someone to a have a burning fire of desire internally.
Sales is about persistence, resilience, confidence, and an intense amount of desire and motivation. You will need to be able to overcome rejection, lots of rejection. Most people can't stand the rejection they get in sales. The ability to overcome rejection and keep moving forward diligently is something that that you can't pick up from a book or seminar. You either have it or you don't. If you don't, you will know really early on in a sales position if this is just not for you. If you have those uneasy feelings early on, save yourself the grief and get out. Sure, you can develop some of these qualities, but you better work really hard at it. Most don't or won't do it, which is why 1/3 are going into sales and 1/3 are leaving at any one time. By the way, if you are in sales or going to make a serious go at it, you better have a large library of sales and motivation tapes and books. In your car or at your desk, you better have tapes going at all times. Really successful salespeople aren't listening to the radio.
In combination with the mental factors of success and a pleasing personality, you also need to be an extremely hard, efficient, and persistent worker. In fact, I would actually take someone new in sales that is lacking personality but is a hard worker any day of the week. It has been my experience that the diligent, focused, and hard working person will eventually outperform Mr. Personality every time. If you can combine the two, look out. You will have the making of an outstanding salesperson who will reap all of the monetary and personal benefits the profession has to offer.
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