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Welcome to issue 413 of the ukrecruiter newsletter. Don't forget we launched UK Recruiter Plus last week. The £25 discount is still available (against our standard price of £99 per annum). Visit the site at www.ukrecruiterplus.co.uk |
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CONTENTS
Visit http://www.ukrecruiterjobs.co.uk for the latest recruitment industry jobs. |
Weekly Tips - 45 second Poll We have teamed up with Voyager Software to create a short survey about a membership of professional bodies. We want to find out how you feel about our industry's professional bodies. With quite a number claiming to represent the Recruitment industry which do you belong to, what value are they to you and are they worth the investment? The survey should take around 45 seconds, you don’t have to be a Voyager customer to take part, and you could win an iPod courtesy of Voyager Software Ltd To complete the survey please click here. The results will be published in a future issue of the newsletter. Why not submit your 3 favourite web sites. See the guidelines at http://www.ukrecruiter.co.uk/articles.htm |
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Article One: Practical People Management; Basic tools for extraordinary results - Time Management by Denise Walker In this series of articles, Denise Walker shares her management experience, ideas and methods that actually work from a practitioner’s perspective rather than HR theory. Recruiters have a fantastic job, full of variety, with lots going on and working with all types of people – plus a reward that is directly related to skill and effort. On the other hand, there can be so many different tasks to complete each day – often with conflicting priorities - that we can often become fazed and feel like we have achieved little. When I am asked for advice on time management, step one is to look at what is included in the jobs concerned and then step two is to start to categorise the role tasks as follows: 1. Recruitment consultants’ tasks: - Business development – sales. 2. Managers; tasks: - Managing tasks – the team’s tasks, in addition to their own, if they are billing too. Step three is to further categorise the tasks: 3. Task types: - Routine – things like filing, which you would delegate if you could. Lastly, step four: 4. Levels of importance and urgency - Important and not urgent The trick is to ensure that each aspect of the roles is balanced and that the appropriate amount of time and effort is allocated to them. Reduce routine tasks to a minimum; do regular tasks often and well; keep special tasks under control and hold onto creative tasks for your own development but not at the expense of regular tasks. The idea is to devote a full measure of time and effort to important activities – and not to leave them until they become urgent, because this is where panic sets in. I have seen examples of consultants leaving their business development until Friday and then struggling to hit their activity targets and, in some cases, fabricating them! I have also witnessed a regional manager, who regularly left important projects until the last minute and caused her branch staff to work in constant chaos. For example, she instructed a branch manager to compile a potentially high value tender with just 2 days to go before the deadline; as the work involved usually took weeks, this was both unrealistic and unfair on the branch manager and, although the tender was successful, the actions of the regional manager caused unnecessary stress and resentment. Clearly some tasks will naturally be important and urgent from the start, for example, working on new vacancies – but going out to buy coffee or filing in core canvassing time is clearly not urgent and not important! And it helps if managers do not delegate projects to people who cannot manage to do their “day job” first. Once people have recognised how they are using their time, they can begin to discipline themselves to change their working habits and spend enough time on their regular tasks. Some further tips I have seen work well include: - Setting up routine times for key tasks. Recognising the tasks that count as regular and important and allocating the appropriate amount of time to these tasks, is key to keeping control of all responsibilities in an organised way. And the knock on effect is not only a sense of achievement but also an efficient, effective team, with the best chance of maximising opportunities and profits.
Denise is also a contributor to UK Recruiter Plus - www.ukrecruiterplus.co.uk |
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Article Two: Creating Sales Momentum by James Osborne, Innergy How many people do you know sign up to go to the gym each year with the objective of building more muscle than a bodybuilder and getting fitter than an elite athlete, and find that at the end of the year they haven’t achieved what they set out to do? I know I used to be one of them! Certainly for me, one of the main reasons why year on year I failed is the simple fact that I would “hop on, hope off”. In other words, I may go once or twice in a month, when I can find the time (or ironically enough, the energy to go) but never really build enough continuous momentum to make any significant difference. It’s exactly the same in sales. One of the key attributes of an elite salesperson is their ability to not only build some momentum in their sales activity, but to also maintain that momentum continuously throughout the year. Some are naturally that way inclined, which is great if you’re one of those types, but for many salespeople, this needs to be worked at, and here’s a quick guide as to how you could start again to do just that. Want the result Have you ever wondered why there are so many mirrors in a gym? Professional gym users spend a great deal of time throwing glancing looks over their shoulders at themselves in the mirror, to not only check their progress, but also see how close they are from achieving their goal, and they know exactly what that goal is and what they will look like when they get there. Some may see this as vanity, but their focus and determination on achieving their goal means they are 10 times more likely to get there than someone who can’t picture what success “looks like”. Similarly in sales, if you don’t set yourself a target (and this is a target above and beyond the target your manager might have set for you) that you can see and want, then it is very likely that you will never get there. Create the time One of the great things about time is that it is constant. There are always 24 hours in a day and we all have the ability to chose what we do with those 24 hours. One of the greatest reasons people use when trying to justify why they have not done something is that they “simply don’t have enough time”. A good time management course will quickly show you otherwise, but I always ask the same two questions of people when I hear this: If you really wanted to go on a holiday, would you be able to find the time to go? And when you’re away on that holiday, away from your desk, does the organisation you work for collapse in your absence? Of course it doesn’t (in 99% of cases, anyway!) which must mean that if you really wanted to create time for something then you always can, and by taking time out to do this, the world around you will not crumble! There is always time for sales, but it’s up to you to want to make that time. Invest the energy When you finally get the time, then you have to decide how you are going to best invest your energy into it. Hours upon hours of sales time across the world are wasted on “escape activities” where we are quite literally very busy doing nothing. Research is often a classic example, with sales people quite happily letting themselves get lost in the world of the internet, initially researching about a new customer, only to then find themselves watching a video about a man in America who gave birth to twins (or something similar!). If you have an hour, use that hour and don’t waste it, and even though your manager may never know, you know for yourself when you are engaged in something that is both productive and worthwhile or one of the many “escape activities” out there. Make a habit Let’s go back to our gym analogy again and now imagine that it is 6am on a cold, wet Monday morning. Some of you will slip the alarm clock into snooze mode, bury yourself under the duvet and gently fall back to sleep to the sounds of “I’ll definitely go tomorrow instead” echoing around your ears! Others will get up and go, and the only real reason why is that they have made this a ritual, a habit, that took some effort in the early days, but now is just an everyday part of their lives. Similarly, you need to make quality sales time a habit, not something that feels like a 6am on a cold, wet Monday morning every time you pick up the phone or meet a new customer. Like any good habit, this takes practice and effort initially, but once you get to a certain point in time, it becomes a natural way of working that ensures you can both build and maintain continuous momentum, which in turn will significantly increase your results. James Osborne is the director of the award-winning training and consultancy organisation, Innergy, who have worked with over 300 recruitment companies in the past 18 months, enabling them to increase their productivity, improve their performance and embrace positive change. http://www.innergy-uk.com
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Online Recruitment Update UK Recruiter Plus - Favourites Hitwise top 10 Recruitment
Sites, week ending 18th July 2009 Louise's UK Recruiter blog Discussion Board Summary |
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Don't Miss This Press Release: Launch of the Definitive Online Guide for the UK Recruitment Industry Press Release: The World
Leaders In Recruitment Conference 2009, 10th September 2009 Press Release: Amicus Recruit Retain IIP Status – Aided By Recruitment Store Press Release: JobsToday and Scotsman.com appoint Jobsite as their online recruitment partner Press Release: Smarter Advertising with JobServe Press
Release: Advorto appoints seasoned recruitment and HR services professional as Head of Sales |
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Regards
Louise Triance
UK Recruiter http://www.ukrecruiter.co.uk
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