What 50 Recruitment CEO’s Told Me About Peak Performance
As a recruitment consultant and sales trainer, I was asked to give a talk at a recruitment director event. It was a great opportunity to speak in front of a room full of recruitment CEOs and directors, but rather than talking straight away about how I go about training, the first thing I did was to pose a question:
“What fundamentally determines a consultants’ success in their early years?”
As the ideas started to flow, people shouted out answers such as motivation, confidence, determination, attitude and ambition. Interestingly, all but one of the factors I was given related to an individual’s mindset. The exception was ‘market knowledge’ and, on the surface, this seems like a reasonable comment to make.
I then challenged the crowd by asking “If you had a consultant who had all the market knowledge in the world, but didn’t believe in themselves and didn’t really want to be successful in recruitment or sales, would they do well?” The answer is obviously ‘no’.
I then asked “And if you had a consultant who is driven to be successful, knew what they wanted and was passionate about being successful within recruitment or sales, would a lack of market knowledge hold them back?” Again the answer is ‘no’. They would simply go out and get it.
The Truth…Didn’t We Know This Already?
So, when we looked at all these different factors, it became really obvious that the ones that related to mindset were the only ones that fundamentally drove performance.
But, I am assuming this is not news to you? Most, if not all, recruitment leaders and sales managers agree that mindset is the key factor in determining a consultant’s success.
This is why a lot of the training that SuperGrad provides (free of charge to the candidates we work with) pays attention to how candidates thing and feel about what they do and how they can take an active role in managing their own mindset and subsequently unlocking their best performance.
Are You Up For The Run?
The analogy I often give is that there would be no point in giving someone the best trainers and running kit if they don’t believe they could win the race, don’t want to win the race and won’t enjoy the process of going for it.
What our training does is put consultants into their most resourceful mindset and then gives them the best kit, in the form of communication techniques, effective strategies and so on. By comparison, if you were to only teach the process without also addressing the mindset piece, then this would be like simply handing out the running shoes.