Effectively Manage Expectations
Barbara Bruno, President, Good as Gold Training, HRSearch Inc.
The greatest way to motivate your team and improve morale is to teach your sales team how to increase their level of success. Individuals in our profession are consistently approaching me to find out why they or their teams are not meeting their expectations. When I asked what those expectations are the most common response was, “To do better than they’re currently doing!”
Whether you are a new recruiter, seasoned recruiter, HR Professional, owner or manager, anyone employed in a recruiting (sales) environment needs to know the following:
- Specific expectations (daily, weekly, monthly, quarterly, annually)
- WIIFM (What’s In It For Me) – People do things for their own reasons, not yours!
- Consequences (Goals are never erased)
Expectations must be tied into minimum standards and a timeframe, and they must be mutually agreed upon. You should provide the following:
- What you expect from them
- What they can expect from you
If your employees do not have a clear picture of what you expect, they will never be able to meet your expectations. This also holds true with job seekers and hiring authorities you represent.
Recruiting was once a cookie-cutter profession. Recruiters utilized the same techniques, resources and strategies to surface top talent. Technology, job boards, social media and economic conditions has drastically changed the landscape of recruiting, and as a result, hiring authorities and job seekers are confused. If you want to effectively manage their expectations, you need to also provide your clients and candidates with lists of expectations:
- What you expect from them
- What they can expect from you
The reason unqualified job seekers call you the most is they think it will help them schedule an interview. The reason your hiring authorities often have unrealistic expectations is they often don’t realize their expectations are unrealistic.
Imagine how much more enjoyable your job would be if the people you provide services for had a 100% clear understanding of how to most effectively work with you. It is as simple as taking the time to write down expectations and then share them with the human being you have on both sides of your process.
When expectations are clearly outlined up front, most problem areas are eliminated and you will place more qualified candidates in the positions you represent! It also makes your job more rewarding and fun!
Barb Bruno, CPC, CTS is one of the most trusted experts, speakers and trainers in the Staffing and Recruiting Professions. If you want to receive FREE training articles from Barb, sign up for her NO BS Newsletter! Barb Bruno, CPC, CTS has spent the last twenty years focused on helping Owners, Managers and Recruiters INCREASE their Sales, Profits and Income! Her Top Producer Tutor web-based training program jumps starts new hires and takes experienced recruiters to their next level of production. Barb just released her cutting edge program Candidate Next Step (CNS) which provides you with a Customized Career Portal in less than 10 minutes. CNS eliminates the Greatest Time Waster in your Business. If you’d like to contact Barb, call 219.663.9609 or Email support@staffingandrecruiting.com
Posted by Barbara Bruno
on August 12, 2010. Filed under Recruiting, Thought Leadership.
You can follow any responses to this entry through the RSS 2.0.
You can leave a response or trackback to this entry