Why DO people fail in recruitment?

43% of recruiters fail in the first 9 months!?

As we all know, most people ‘fall’ into recruitment from various different backgrounds. It’s quite unique as an industry, where until recently there is no obvious path to take to get into the wonderful world of recruitment. Which if you think about it is quite odd, as recruiters can play such an important role in the lives of so many during an often stressful, exciting and important period of changing jobs or even a career. I was one of the odd balls that actually wanted and proactively sought out a career in recruitment after graduating from University. Looking back, all I wanted to do was work hard, earn money and enjoy going to work every day. The latter was by far the most important and still remains the case. I’ve had bad days, bad weeks and possibly even a bad month here and there! But on the whole, I love recruitment and couldn’t imagine doing anything different. I highly recommend it as a career, but only if you have the right motivations, values, and traits.

I read a stat this week that 43% of recruiters fail and leave the sector in their first 9 months. As shocking as that statistic is, it doesn’t surprise me in the slightest. I think I have been lucky enough in my career to work for some great companies, all completely different and all have helped me gain the skills, confidence and right mentality to open a recruitment firm with two fantastic business partners. However, each company I worked for all shared the same issue which every firm does, staff failing in their first year. I was absolutely adamant that Theo James Recruitment would not fall in this trap, but sadly I may have been a little na?ve. Don’t get me wrong, we are nowhere near the 43% mark (touch wood) But, we have still had a small number of ‘newbies’ not work out in their first nine months and I’m sure there will be more to come. But why!?

I thought it would be useful for at least my own good, to reflect, analyse and share my own thoughts about the issue, and hopefully enable people looking to get into recruitment to think about why they want to and IF it really is right for them.

“You can earn loads of money in recruitment!”, “You get to go away to Vegas and other holidays for free!” “You can get promoted quickly into management”, “You don’t need any training or qualifications for the job!”

The above statements on the whole for most firms are 100% factual. This is often the only reason people decide to apply for recruitment roles. It’s all the flashy stuff that is at the top of the adverts as it attracts people to apply. So it should be too, as these selling points are all fairly unique and some of the reasons I have always loved working in recruitment! But, nothing in this world is free and all these incentives come at a cost. Recruitment is hard. There is no beating around the bush, it can be soul destroying at times and your faith in mankind is questioned on a daily basis! It’s a sales role, but our product has a mind of its own and is unpredictable.

Personally, I love the challenge it brings and the competitive streak it brings out in me. I started out in a classic old school “work hard play hard” culture and I loved every second of it. It was a place H.R would want to cover their eyes and ears, and people not wanting to give 100% were quickly found out. From day one I wanted to be top of the daily leaderboard and if I wasn’t it wouldn’t be for the lack of trying. Four years on in my own business I am still recruiting here and there, but in the main, I am now ‘off a desk’ for the first time ever, and I will admit I do find that hard. I often look at recruiters and think “you don’t know you’re born” I do miss the days of just getting my head down and striving to be at the top of that board. Theo James has a very different culture, I was twenty years old when I first started in recruitment and I haven’t got the stomach for all those hangovers now! Most of us have families and I do believe we have got the work-life balance culture down to a tee. However, one thing does remain, I still give the same effort I have always done and I am incredibly proud of our consultants for having that same mentality. The ones that don’t simply do not succeed.

That leads me onto my own personal reasons as to why I think people DO, and why people DON’T work out in recruitment. This is subjective, but simply my own honest observations.

Why do those that succeed, actually succeed!?

• Obsession to achieve – A lot (not all) of recruiters I have worked with including me share a common trait of being average at most things academic. I was a B/C Grade student and would have to work bloody hard to get a B. Most recruiters in my opinions aren’t the A star pupils who want to be a Doctor or a Vet when they were thirteen. They weren’t the kids reading books on a weekend. (ironic, as I love nothing more than a good business book now!) I am not for one-second belittling those who were. I would love nothing more for my daughter to have that sort of vision when she is older. But, what we do share is an absolute obsession of NOT being average at recruitment. As I have said earlier, most people fall into recruitment from various paths. So, when we do finally find our niche and realise it’s our calling, then it lights a real spark and excitement to be the best. I asked our staff a few weeks ago what was more important, money or recognition. Every single one of them stated the latter. Don’t get me wrong, they all love money and the two come hand in hand for those who are successful. But, being recognised at being good at something is a feeling that I don’t think can be beaten.

• Competitive beasts! – This links in with my first point. But, one thing I always look for is some form of competitive nature. What I find interesting as a Manager of people is that’s not always something obvious with all staff. Some will even say they ‘aren’t that competitive’ But as soon as they get a taste for winning that monthly award, or even being top of the call charts, you can visibly see their delight. Don’t get me wrong, it’s important that competitiveness stays healthy as good recruiters work well in a team, no-one likes a maverick! But, in the main Top Billers in recruitment are competitive animals. Either with themselves or others!

• Love selling! – This sounds obvious, but some people don’t realise that recruitment is still a sales role. Those who are afraid of negotiating, selling or picking up the phone either need to give 100% in getting over that fear, or understand that recruitment perhaps isn’t for them. Technology is engulfing recruitment and LinkedIn is taking over the world. But you will never beat the skill of building up relationships face to face or over the phone. It’s simply not a hide behind a computer screen type of job. Give me a cat and mouse game of beat the gatekeeper any day!

• Social Animals – I’ve never met a successful introvert recruiter. We are social animals who like to be liked and enjoy building relationships. Which is ironic in a way as all you see online nowadays in recruiter bashing! But in the main, we are the type of people who are like being around people, making friends and being the life and soul of a party.

• Self Confidence – There is a huge difference between arrogance and self-confidence, despite these lines being blurred at times. But one of the biggest traits a recruiter must have is confidence in themselves. It’s simply a must. Rejection is hard, sales can be hard, losing 1k commission in a phone call will never get easy. But the ability to believe in yourself through the tough times is often the reason why some fail and others succeed. The first business book I ever read in my first week as a recruiter was a book called S.U.M.O. It’s all about the psychology of sales and it’s a fantastic read for anyone starting out in recruitment. I get all our new starters to read it and it forms part of their week 4 presentation with us.

Why do people fail?

• Laziness / Lack of urgency – It’s quite simple, if you are lazy you will never be right for recruitment. It’s a lively proactive culture where energy and passion is absolutely essential.  This is controversial, but I have noticed that there is a correlation in poor recruiters and people who walk slowly! I’m talking about the type of people who walk to the toilet very slowly, walk to the water fountain slowly and just in general, don’t seem to be in a rush! If you know, you know! Whilst I’m venting, it’s also often the recruiters that always seem to be the first to pick up the phone in the office when it rings! ??

• Busy fools – One of the hardest parts in my opinion about recruitment is working efficiently and effectively. It was hard enough years ago, but technology has now entered the industry in a huge way. I love that and we are heavily equipped with fantastic technology. But, it’s become even more important now to plan your day effectively. There simply isn’t enough time in the day to do everything, so working hard and smart is an absolute must. Trevor Pinder (in my opinion the best recruitment trainer on the planet) introduced us to the Ivy Lee method, which teaches you to plan for the day ahead, listing six crucial tasks and objectives you must do. We adopted it and it’s a great way to be productive, getting your best out of the day. Check it out here. https://jamesclear.com/ivy-lee

• Technophobe – I've already mentioned how heavily used technology is. But, the last two years have seen technology engulf recruitment. We are part of a superb recruitment networking organisation called the RDLC. Which enables us to keep in touch with all the latest trends in recruitment and speak to over 200 other recruitment business’ in the UK. It also means we can utilise their suppliers and we actually have over 15 pieces of automation and technology within the business. This is fantastic for us, but would come at a cost to anyone who isn’t confident within the technology world. Unfortunately, it’s now a must and I actually think why a lot of large corporate dinosaur businesses can’t keep up with smaller agile firms.

• Unmotivated – This links in with all my points. But, motivation is everything. What is your WHY? If you don’t know what you want, how do you expect to get there? Everyone is different and has a different motivation. Mine was always fear and still is. I was fearful when I started of getting sacked, I was fearful of being towards the bottom of the boards and I was fearful of missing out on the Vegas trips! Now I fear of losing what I have. I have a fantastic family and I genuinely love my job and the business. There hasn’t been one day I haven’t looked forward to going in on a morning. I fear every day of losing that, and I will always do anything in my power to make sure it never happens! But without motivation, you simply can’t get through those tough days or enjoy the great ones.

• T  hese views are simply my own and some a little tongue in cheek. I am sure there are some slow walking, introvert technophobes out there cursing every word! But, in my opinion, it’s more important than ever to be making an informed decision about getting into recruitment. There were 9000 new agencies alone last year and the market is saturated. That means working harder and smarter has never been more important. I genuinely believe recruitment is one of the greatest careers out there and the pros massively out-weigh the cons. You get out what you put in.

We are recruiting new consultants now, and I can’t wait to get to get hungry motivated individuals into the team!