Sales and Recruitment – Break through Your Own Glass Ceiling
When working in sales and recruitment, there always seems to be an endless list of factors that can be holding us back from being the truly stellar salesperson we know we can be! Whether it’s a slow market, a poor product, rubbish marketing support, people changing their mind and so on, it’s all too easy to focus on these challenges. The truth is (and we all know this deep down), we are at the centre of creating our own success or failure and this is why it can be so frustrating if we have a series of challenges that appear to raining on pour parade.
Example: 4 Minute Mile
On 5th May 1954 the consensus of opinion of all experts, doctors and trainers was that it was not humanly possible run a mile in less than 4 minutes. Athletes had been trying for years and nobody had been able to break through this impenetrable barrier.
On 6th May, Roger Bannister achieved the impossible. Amazingly, as soon as Roger had achieved this feat he was joined very quickly by an Australian athlete named John Landy. Many more broke the four minute barrier over the next few years and even a school kid soon after!
With hindsight, it is clear that Roger’s real victory had not been to break through the physical barrier, as there obviously hadn’t been one. His real success was in breaking through the psychological barrier and, once he had done so, he cleared the way for others to follow.
Example: 16 Headhunt Month (Recruitment)
Another example much closer to home relates to a attendee on one of our recruitment training courses. This person had been in the industry 3 years and with our client for five months. Each member of the team she had joined consistently did around 16 headhunts per month. This meant that the mindset of the team was something like: 16 is normal, 20 would be amazing, but you could never get 30.
Quite understandably the consultant who we trained had adopted this mindset upon joining. So, she had also been achieving around 16 headhunts per month for last few months.
Have a look at our comprehensive overview of headhunting and working as a Recruitment Consultant
On The Third Day – Sales and Recruitment
On her third day of training, this consultant had 17 on-target candidates promise to send over their CV’s. This consultant had potentially achieved the same output in one day that had previously taken her a whole month to achieve! It was now no longer possible for her to hold onto previously held beliefs about what was achievable within a month, and her colleagues also had to adjust their beliefs to accommodate these new figures too.
If we replace the 16/20/30 mindset in this example with a mindset potentially focused on any perceived difficulty / hinderence to achieving success we can see how dangerous a consultant’s mindset can be to individuals and teams and companies as a whole.
People say ‘I’ll believe it when I see it’, but unless sales and recruitment consultants believe that the business is out there, not only will they not see it, but they won’t even look for it.
I think the phrase should often be the other way around. You need to believe that you will be successful and that the business is there for you, otherwise you are in big trouble.
Dealing with tough economic times, for example, is largely mindset management. If you believe that you can still be successful then you will find a way. In times like these lots of consultants spend too much time and energy worrying about all the reasons why they cannot be successful, rather than focusing on everything they can do to make it happen.
Those that believe in themselves will be the sales and recruitment consultants that firms will want to keep. They will also inspire those around them and show them that impressive performance is achievable.