Today I have had a great morning on the telephone, I have:
And I must admit I loved every minute of it. All my calls were planned but I did not think for one minute I was making a sales call, but what did happen was I achieved results, it also reminded me how much I enjoy using the telephone, and the results are instantaneous, not delayed waiting for a reply to an email. So why do we not do this more, why are some recruiters these days not excited by the prospect of where the next phone call will lead them….my opinion on this is:
Most consultants through no fault of their own are too focused on their sales/call targets for that day, rather than what they would like to achieve at the end of the calls.
The call is not enjoyed because their manager is breathing down their neck, listening in to the calls and if they are not closing the deal or coming away with an interview then it was not a good call. I worked with a company a few years ago, who targeted consultants on the amount of hours they were on the telephone…the fact that the consultants calls were more quantity than quality did not seem to matter, a huge roar of approval would go up in the office because a consultant had been on the phone for 4 hours that day. And so the hatred for the telephone call begins.
Let’s shift our thinking, bring back the excitement of using the telephone, in your morning meeting let’s not say how many sales calls do you plan to do today, but what do you want to achieve today?
We need our consultants to make calls we know that but let’s look at this in a professional way rather than a sales ways, let’s use the telephone to gain knowledge:
I think we have to change our way of thinking in today’s recruitment world, but that does not mean using the telephone less, it means using it more but for the right reasons, go on pick up the phone make a call, you never know where it will lead……..
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