A new survey has revealed that recruiters need more than just the ability to sell, with research indicating softer skills are becoming more essential.
The ASPCo research quizzed high-performing consultants from sectors including search, technology, education and finance, and identified a number of approaches and habits of today’s top performing consultants.
The following personal qualities were identified as key for successful recruiters:
- The capacity for resilience
- Confidence in one’s own ability
- Keenness to help others and give back to clients and candidates before taking
- Positivity and a solution focussed approach
- Seeing recruiting as a long-term learning process and career over a get rich quick fix.
The report also outlined what firms need to implement for these skills to flourish, including:
- Hiring for the right attitude and fit (resilience and positivity)
- Creating conditions for success (training, market knowledge, techniques, strong leadership)
- Developing specific expertise in client relationships and candidate sourcing through referrals
- Retaining people through culture, policies and reward.
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Email JaimeAnn Swain, CEO of APSCo, commented, “This research clearly demonstrates that the recruiters of today need more than just the ability to sell. Consultants are continuing to become strategic advisers to businesses, and those that are able to think beyond immediate hiring needs of clients will be in high demand in the recruitment field.
“In order to remain competitive, firms need to create the right conditions for their recruiters to be successful, better retain them and ultimately see greater profits. While for some of the most forward-thinking consultancies, this is perhaps old-hat, for those still facing high attrition rates and loss of the best consultants, these findings can be leveraged to improve growth and profits.
“Long-term investment is key to success. Businesses should focus on recruiting future leaders, increasing investment in development, and retaining them for longer periods. Positioning recruitment as a career of choice among school leavers and grads, and not just a ‘get rich quick fix’ is something that the most future-proof firms are leading on – and I encourage more recruiters follow suit.”
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