Recruiters, think like Einstein!Posted: May 31, 2012
My favourite business saying in the whole world is from Einstein. Actually, he was probably talking about some complex equation or something but I think you can apply it wonderfully well to life, business and yes, recruitment.
Here it is:
‘The definition of insanity is to keep doing the same thing and expecting different results.’
I find myself repeating this to any consultant who may be struggling for a bit of form. I find myself saying it to myself, when I am trying to improve.
I think recruiters (including myself) can be guilty of becoming creatures of habit. Our training teaches us that success lies in adherence to proven, tactical methodologies which can sometimes make us a little averse to reviewing our strategic approach to selling.
We can fall into the trap of becoming ‘old dogs’ who struggle to learn ‘new tricks’. Or as Einstein put it, we can drive ourselves nuts doing the same old thing over and over and end up just banging our head against the wall.
Recruiters, listen to Einstein…
If you keep not getting the results you are aiming for, it won’t hurt you to apply Einstein’s definition.
Once you have done this:
1/ Get Back to Basics – Is your ‘playbook’ right? I am a big believer in ‘the playbook’ and doing things the ‘text book’ way. Adherence to simple tactical methods (‘the basics’) and strong processes on a consistent day-to-day basis will always ‘get you there’. If there is a problem with a specific efficiency, for example the number of interviews it takes on average to get a placement, there is generally always a reason why. Ask someone experienced (hopefully your manager/director) to pinpoint the reason so that you can correct your basic way of working and not keep failing for the same reason.
2/ Be Honest with yourself - If something needs ‘fixing’ the first step towards achieving this is admitting to yourself that something is wrong and needs to be improved. Just like the alcoholic (!) Good recruiters have the ability to self critique and the desire to continually improve. Poor recruiters have bad habits yet are reluctant to change. They don’t appreciate constructive criticism and will dig their heels in defending sub standard processes (or lack of processes) resulting in the same old poor results. This reminds me of a quote from the American Football Coach Don Shula; ‘The superior man blames himself. The inferior man blames others.’
Recruiters, Stop getting frustrated.
It is a waste of energy and hinders performance. Instead, get back to basics, be honest with yourself and work out what you need to change to achieve your objectives.
Now ACT on it.
The alternative is not looking to change. This means you won’t improve. You will keep making the same mistakes. You will keep missing out on your objectives.