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Glimmer Blog
Oct 22

Written by: peterm
22/10/2012 5:11 PM 


 Choosing the right candidate for the right position is important, but even more important is “not choosing” the wrong candidate for any given position. That’s because such a mistake can cost a business in terms of money, time, and effort. That is exactly why it is critical to arrange for adequate recruitment training for your recruitment consultants.
Experience counts a lot when it comes to recruitment, but regular recruitment training has its own place. Even the most experienced of recruitment professionals can get rusty in key performance areas if they don’t undergo regular recruitment training. No one needs to constantly keep growing, developing and pushing forward more than a recruiter.
A recruitment training program should generally focus on three major areas. These include knowledge, skills, and, of course, attitude. Let’s have a brief look at each one of them.
Knowledge of the Business Environment
It is vital for recruiters to possess sufficient knowledge of the business environment, depending on the recruitment sector they are engaged in. Nothing can have a more negative effect on a potential client than a recruiter making use of wrong words or phrases. And we are not necessarily talking about the use of wrong technical jargon while having serious professional discussions. The use of wrong words, phrases, or examples even in the most informal and friendly talks with potential clients can put some of them off.
Every industry and sector has its own set of words and phrases. It’s crucial for a recruiter to make the right impression on a potential client by using appropriate words and phrases and avoid making a wrong one by using the wrong words and phrases. For instance, to use the phrase “sales target” would be inappropriate while talking about the recruitment industry. The appropriate word would be “billings”.
Recruiters can acquire such knowledge from different sources. These may include observation, shadowing, research, etc. But the best way of doing so is good recruitment training from a reputed recruitment training service. Companies can (and some of them do) have training projects for their new recruiters to complete during the first few months with them––training projects that ensure new recruiters are up to speed on all the latest information and happenings in their particular business environment.
Recruitment Skills
A recruitment training program also focuses on developing the recruiting skills of recruiters because they need to constantly develop and polish their skills regardless of the number of years they have been in the recruiting business. As mentioned earlier, the recruitment industry is a rapidly expanding industry that is undergoing constant change. And recruiters need to constantly acquire new recruitment skills and polish existing ones in order to stay in this game with its ever-changing set of rules.
Recruiters need to constantly polish their prospecting and networking skills. This is so because these skills enable them to work in any and every recruitment sector. For instance, if you run a mining recruitment agency and hire a recruitment consultant who has only worked in the construction recruitment sector, the consultant will be able to easily adjust to the change if he or she possesses the abovementioned skills as they will help in easily making new industry connections and contacts. 
Recruiters also need to constantly work on their selling and follow up skills. It’s important for them to know exactly when to call or email, what to say and how to follow up and close. Relationship building skills are equally important as they enable a recruiter to do the whole “selling” thing in a much better way, without appearing bullish and pushy, which happens too often in the recruitment industry. These skills help a recruiter to build relationships and rapport and gain the opportunity as well as the permission to present a case and be heard.
The Right Attitude
A great part of recruitment training involves inculcating the right attitude in a recruiter. The right attitude is a complex phenomenon and covers a number of areas including but not limited to mind-set, approach, dress sense, impact, etc. Recruitment training helps model the behaviour and attitude of recruitment consultants to suit the company and industry they are associated with.
It’s very important for a recruitment training program to cover the areas mentioned above. You’d be surprised at the impact a training program effectively covering such areas can have.

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