Recruitment Training for Consultants
Developing high value relationships between consultants and clients
7 Secrets To Successful Full Desk Recruiting
As a full desk recruiter you are working both sides of the desk. That means sourcing candidates to fill roles while also building up a solid talent list while also sourcing clients and collecting job orders.
You are always selling but each approach requires different skills and subtleties. You will be working autonomously, not relying on salespeople to pull in your clients for you or other recruiters to find suitable candidates.
It’s on you, from start to finish. Sounds lonely and grueling but with these tips you can help make it successful and rewarding.
7 Secrets to Successful Full Desk Recruiting
No More ‘Spray And Pray’
This method of throwing your services everywhere, trying to reach as many clients and candidates as possible and hoping to get a nibble just isn’t smart anymore. Yes, you might reach many people but it doesn’t give you the best opportunity to actually develop strong relationships. You might also find your hits are not the right ones for you, not in your areas of strength. It is better to narrow your focus on a certain niche and devote your time to that particular industry.
Become The Industry Expert
The above brings us to this absolutely essential characteristic of the successful recruiter. Know. Your. Industry. You want to become known as an authority within your niche. If you know your industry backwards, the big players, the key HR people in each of those, if you understand the ebbs and flows of those businesses you are primed to be the go-to man on both sides of the desk. Clients will come to you because they trust you know what you are doing. Candidates will come to you because they know you have the ins with the best roles in the industry.
Develop High-Value Partnerships
These first two tips lead to this third and again should be at the forefront of every recruiter’s goal-setting mindset. It is time to move away from transactional relationships and into long-term, high-value partnerships with clients. If a client sees that you understand their business, if they TRUST that you know their business then they will come to you with the expectation you have the right person to fill their needs. And once that trust is established these relationships are forged into something long-term and beneficial to both.
Get That Referral
There is no better foot in the door than a referral from a colleague or a trusted business. So no matter whether you have placed a candidate or filled a job always at the very least ask for the referral. This endorsement is your best introduction to a prospective client or candidate. Even better if you can get an email introduction or have them make a call on your behalf. It is easy to say no to your inquiry but they will find it much harder to ignore a recommendation from someone they trust.
Set Daily Goals
You need discipline with your recruitment strategy and that means goal setting. You need to know how many calls you will make each day. If you get a no, don’t take the easy route of a break and a breath. Pick up the phone and go again. With each call you are closer to the ‘YES’. And no matter how busy you are you also need time each and every day to prospect businesses and candidates. The more of each you have the more deals you broker. Set goals. Each Day. Hit them.
Embrace the No
You could be the best full desk recruiter in your agency and you are still going to hear ‘no thanks’ over and over again. Learning to deal with rejection and moving on quickly and seamlessly needs to happen. Full desk recruiting might not be for you if you do not handle rejection well.
Never Stop Learning
Industries change, best practices evolve, technology continues to soar and the best recruiter is always moving with the times. This takes constant growth through learning. Along with keeping ahead of the pack as industries change recruiters should always be improving other aspects of their arsenal such as presentation skills, negotiation skills and prospecting. Growth and learning creates hunger and success.
WHAT THEY SAY
Cam recently engaged with our Retail Sales team to refresh our teams’ sales skills. I have been blown away by the immediate success of this training. On the first day following training, we had six success stories from team members where they demonstrated a new skill and had a successful conversation with our clients. Cam is an engaging facilitator, his use of storytelling about past experiences were relatable and helped us understand the concepts being taught. He was confident, and most importantly approachable. We had four teams attend the training, and Cam was agile and adaptable with his approach. This was essential to us, as there were many different levels of ability within the team. Feedback from our team has been incredibly positive, and beyond my expectations. We cannot wait to have an opportunity to work with Cameron again, and I suspect there may be a long list of attendees for any future projects.
CEO at The Tax Institute
The impact Elevate Corporate Training made is already being felt as people begin their individual journeys in the giving and receiving of feedback to one another.
Cam was an outstanding facilitator who, with the appropriate blend of humility and personal courage, has set us all on a course towards self awareness.
Thanks Cam - looking forward to working with you going forward.
Co-founder of Gelato Messina
We recently engaged Elevate Corporate Training to do some internal training for some of our senior managers. From the outset, our goal was to find someone who could deliver a style of training that was not corporate and was tailored to our business. Elevate Corporate Training’s approach and style was perfect, and he understood what we were trying to achieve. Guiding us in the development of the training program, Elevate Corporate Training helped us realise more could be achieved than what we first thought possible. And the delivery was perfect. It was relatable and engaging, so much different to other training consultants that can put you to sleep. Our managers left the training enthused about applying the lessons learnt and we went away thinking we made the right choice by engaging Elevate Corporate Training.
Director at Talent Connect Australia PTY LTD
I engaged (Elevate Corporate Training) to run sales training for my team. The results exceeded my expectation and my team left being highly motivated with key skills to achieve their individual goals and targets .
Cam has been instrumental in developing consultants sales ability to contribute to overall growth. I would highly recommend Elevate Corporate Training.
Managing Director - NSW of Robert Walters
I engaged Elevate to construct and run a two day training course for my management team across NSW. Cam and Julia worked well together to deliver a significant amount of material over the two days in an engaging manner. I received exceptionally positive feedback from the delegates who found Cam very engaging and passionate on the subject matter. Most importantly, having surveyed the managers who attended the course, many have managed to positive influence their teams by applying the methodologies trained over the two days'
Founder/Owner at Sarah Laird & Good Company
Cam has been my coach for a little over 6 months now. He has helped me make decisions more clearly, kept me on track of my end goals and been a great resource for me to help see the forest for the trees. I always look forward to my sessions with Cam, aside from being a professional and intelligent business person he also has a great energy and is fun to be around.
Regional General Manager of Hudson New Zealand
Cam is fantastic to work with. He takes time to really under the customer need and provides well thought out tailored solutions. He is a fantastic facilitator, cares about the participant experience and proactively looks for opportunities to fine tune the L&D offering.
Head of Asia/Pacific at Usabilla
I started working with Cameron from Elevate Corporate Training a year ago. I couldn’t have been more happy with that. Working with Cameron has helped me make important strategic decisions, gave me new insights and ultimately drove more success with my team. I can recommend Elevate to every organisation that wants to get the best out of their teams.
Head of External Affairs Australia, Abbvie
Coaching is a proven subject with well evidenced research and tools to help advance self-awareness, develop positive frameworks and decipher your destiny so you can go after it and fulfil your potential. This was my mission as I decided to invest a little time in me and arranged to meet with The Element Coach. What an enriching experience! After just three sessions I am wiser, more determined and more focused on my own vision of success BUT more than that(!) I am able to draw on my own inspiration, internal strength and positive energy to keep me on track. Coaching is definitely a science but with Vicky it is a whole lot of magic as well!
Digital Marketing Coordinator, Health Direct
Before I started my one on one sessions with Vicky I felt lost in myself and lacked confidence to achieve what I really wanted, which was to secure a new job to progress in my career. Through Vicky’s coaching I found not only confidence in myself but finally began to believe I was good enough. Vicky gave me a way to deal with the self doubt which was previously overtaking my life. Leaving each session with Vicky I felt on top of the world which i honesty believe gave me the confidence to apply and secure the job I wanted. I can’t thank Vicky enough for her support, encouragement and words of inspiration.
National Promotions Manager at Diageo
I highly recommend Julia as a personal and professional coach! Very diligent and hands on when needed to help you plan and achieve goals! At all times throughout our coach/student journey I felt heard and motivated to learn and become better. Julia made it a safe environment for success and to learn from failure.
State Manager, Diageo
Julia’s coaching has been hugely influential in the last 12 months of my career. Her ability to get to the real heart of not realising opportunities and acting on these with retrospective tough questions, is cathartic and enabling. Ongoing I still have great challenging conversations, and hope this continues. Thanks Julia.
Head of Design, Atlassian
Julia is an exceptional sales and management coach. She has vast experience coaching staff at all levels and her work turns into real results driving up conversions. All of her courses are tailored to fit the needs of the attendees and the goals of the business and are always delivered to an impeccable standard.
Funds Management Distribution Consultant
I found that Cam really took the time to understand my position before getting in to the coursework. This allowed him to tailor the training to what would be most beneficial to me whilst also asking for what I needed assistance with. Also found the coursework refreshing, personal & easy to follow.
Our Recruitment Training For Consultants Fundamentals
The Best Consultants Fundamentals
The owners of Elevate are also its trainers. That means we’re 100 percent committed to getting results, otherwise we get no business. That breeds brilliant customer service. But more than that we get a thrill watching your recruitment business thrive on the back of our training.
We know the game, we have more than 30 years combined experience in sales and recruitment companies. Our workshops are not borne from theory and textbooks but from real life experience doing what you are doing. That’s why we know it works.
We are not like other training companies that run you through a workshop and send you on your way. We pride ourselves on achieving the best results through ongoing coaching, making sure what was learned was put into place.
TAILORED TO YOU
There is no straight ‘off the shelf’, one size fits all training methods anywhere to be seen at Elevate. We understand every recruitment business is different and we design our workshops uniquely to where you have the greatest need.
TOP DOWN APPROACH
Our wholistic approach, our ability to work with all levels of the company from the CEO through to the consultants themselves ensures buy in from the entire business. With the entire company on board results achieved will sky rocket.
At the core of what we will teach your consultants is the move away from transactional relationships into high-value, long term partnerships with clients. This change in mindset can overhaul your business and send revenue soaring.
Want to know more about how Elevate can help your team improve performance, create better outcomes and find more fulfilment in their roles
BUSINESSES WE LOVe
Elevate’s Recruitment Training for Consultants Services
Who uses Recruitment Training?
We believe that running a 360 Recruitment Desk is essentially building a business.
Recruitment Training involves the strategy and implementation techniques that replicates business coaching. All recruitment and search firms can benefit from Elevate Recruitment Training to engage and focus their most valuable business assets – their consultants!!
When is Recruitment Training for Consultants required?
Recruitment training for consultants can vary depending on the what stage the consultant has their desk at, and where they believe it will be operating at optimum level.
At all stages of the process, there is a requirement to optimise the process to be more profitable and then scalable.
Our recruitment training is custom built, acknowledging the current status of the consultants’ desk and the agreed optimum level that we expect to get to.
We work with consultants on the both strategic planning and on the implementation.
What does the Recruitment Training for Consultants look like?
We have identified through our own trainer’s experience and the experience of the recruitment companies we work closely with, the common criteria that define top billers.
Our recruitment training breaks down these fundamental techniques which include the sales techniques needed to grow the patch’s revenue and scope.
Understanding your client and your client’s business
The best recruiters work in partnership with their clients. They are a part of their team. A valued team member has a clear understanding of what the client wants and why. We look at the critical path that moves away from transactional, reactive recruitment and define a path that displays the characteristics of a client recruiter partnership.
Defining Recruitment Account Growth Plans
When we look at a recruitment desk or patch as a business, the account growth plans are, quite simply, the business plans for the patch, and the career plan for the consultant. We work with consultants to give structure and direction to growth strategies based on weekly, monthly and quarterly activity basis.
Account Management and Revenue Optimisation
This core competency is what registers the success of the above workshop – Defining Recruitment Account Growth Plans. This allows consultants and managers to see the financial indicators that have transpired through the delivery of growth plans.
This is an agile process. We address sticking to a growth plan but having the agility to adjust based on real market conditions. We look at the smart responses consultants can adopt to manage recruitment freezes, market downturns, PSA’s and even recessions.
Demonstrating Thought Leadership and being the Subject Matter Expert
This core competency is what registers the success of the above workshop – Defining Recruitment Account Growth Plans. This allows consultants Career recruiters are the ones that are valued the most by clients. They are subject matter experts in their industry. There is a unique knowledge that a recruiter has access to. They hold influence over the candidate’s perception of the client and the client’s perception of the candidate. The best recruiters understand that they hold influence. They have an opinion, they are not simply yes men. They understand that it is their obligation to use their knowledge and skills to influence a positive outcome. We look at the ongoing communication strategies that build this persona in the market.
Presenting Benefits, Matching Needs
Reassessing and optimising the way we interview candidates and conduct client meetings is a necessary part of a consultant development. We talk about moving away from transactional/reactive recruitment but often still work off client/candidate forms that only allow for transactional detail. We help consultants walk away with a better understanding of the real personal and commercial needs for all involved.
Teamwork – Working Smart as Part of Larger Practice
We work with individual consultants to understand the benefits of synergies. How do we utilise benefits of synergies and minimise the risks of negative referrals? This is a challenge that works beyond a consultant level, but the best recruitment businesses are ones that can cross sell with confidence.
What can your recruitment company expect to receive from our Recruitment Training for Consultants?
We believe that recruitment is one of the most rewarding and lucrative industries to be part of when everything is working. When it is not, it is a brutal existence.
We work with consultants on the concept and the belief being a ‘career recruiter’.
Recruitment Companies will be investing in a methodology and practice that will have consultants who are:
- motivated to put plans into action
- expecting to be the best in their game and paid accordingly
- continually improving the way they develop business, interact with clients and candidates
- investing in their team and practice
- are smart business growth strategists and exceptional time managers
- excited by workload, not stressed by it. The busier they are, the more successful they are.
- respected, trusted and valued by clients, candidates, team and bosses alike.
Our Elevated Sales Development Recruitment Training for Consultants will help set the base for all the above.
We work with consultants to set these foundations through workshops, and offer ongoing training and support at an individual, team and practice level. We too are accountable.
Our recruitment training is run in Melbourne, Sydney, Perth, Adelaide, Brisbane and Canberra but we can travel to any part of Australia to run our workshops so please do not hesitate to get in touch.
Customised Workshops to Suit Your Unique Business Needs
Coaching for Performance
Objective: For Managers and Team Leaders to learn how to effectively coach and develop team members. This drives performance and helps motivate and retain employees.
Coaching is about empowering our staff to create a culture of performance.
High Performing Teams
Objective: For recruitment teams to identify what high performance is to them and agree set of goals and a strategy to get there. Focus on improving performance and measuring success.
Giving and Receiving Feedback
Objective: Developing a culture of feedback is the ultimate gift to any team. A team who openly and regularly seeks out feedback from one another and from external…
sources enjoys greater performance, respect and deeper, more meaningful relationships that last. We explore the best way to give and receive feedback as well as set goals to help encourage the process.
Time and Self Management
Objective: Improving effectiveness and reducing stress associated with running a desk and managing other consultants. This course can be run for new managers but is developed…
from another course designed for anyone looking to become more effective.
Objective: In this workshop we explore techniques to build resilience. We understand the “why” of what we do and how it helps us to stay the course when times are tough.
We explore the mindset required to develop hardiness and achieve our collective goals. This course is suitable for anyone who faces challenges in their roles.
Objective: To provide the basic essentials required to manage and lead others. This course is specifically targeted at new and upcoming leaders. We focus on how we communicate, motivate and work as a team
Building a Robust Culture
Objective: In this workshop we explore what makes a good company culture, how to assess your existing company culture and explore ways to implement a robust, collaborative and inspiring company culture.
This course is suitable for anyone managing teams and small to medium sized business owners.
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No Follow Up
‘Off the shelf’ training modules
Large, impersonal firms
What is Recruitment Training?
At Elevate we believe each consultant’s desk is like its own business. They have their own clients and they have their own product (their candidates). The success of that business is completely dependent on the effectiveness of the person running that business. At Elevate we believe in creating ‘career consultants’: Individuals driven to be the ‘go to’ person in their industry for both candidates and clients alike.
Why is Recruitment Training important?
Motivating and retaining staff can be difficult in any industry. The more you are able to invest in the development of your people the more return you will see and the more likely they are to feel fulfilled in their roles.
Does Recruitment Training work?
Absolutely. We have worked with many recruitment companies and in every case have received incredible stories of success from techniques and behaviors we have implemented.
How long does Recruitment Training last?
We try to keep our workshops to a half day maximum to provide effective, high impact learning opportunities without taking leaders or consultants off the floor for too long. The number of workshops required could range from two to five, depending on requirements.
Who should undertake the training?
We have courses targeted at resourcers, recruitment consultants and recruitment managers. We recommend all levels be developed where possible.
Can the training be tailored for different recruitment companies?
All of our training is tailored to the needs of each business because no two companies have the same needs. Nothing off the shelf!
What benefits should I expect to see after SaleWhat key learning will recruiters come away with?
Building relationships is key. Our focus is on helping consultants find their niche, become famous in that niche and grow a desk that becomes extremely profitable for themselves and the business. We train an array of techniques and behaviors to achieve this outcome.
What does an ROI look like after Recruitment Training?
We see dramatic improvements in new client numbers, job placements made, PSAs signed and reductions in staff turnover as a result of our recruitment training programs.
Want to know more about how Elevate can help your team improve performance, create better outcomes and find more fulfilment in their roles