#TalentAttraction #Tuesday – THEY LIE ABOUT TALENT ATTRACTION!

Executives, anyone who tries to tell you that Talent Attraction is not a sales process prevents you from attracting Top Talent.  Over the years as a Talent Attraction consultant, I have worked on contracts with companies in different industries.  Interestingly, some of those contracts followed other consultants who did not deliver on their talent acquisition promise. 

When a recruiter or a consultant tells Human Resources that recruiting is not a Sales process, there are two potential reasons why they say that:

1. They do not know better; or,
2. They are telling a group of people who are sales averse that recruiting is not sales to get the contract.

Neither is good.  Both negatively impact your organization’s ability to attract Top Talent.

Let us compare the Sales Process to the Recruiting Process:

1. The first step in a Sales Process is to identify a need – Recruiting Process the need is a new or replacement position.
2. Sales – create a solution to solve that problem – Recruiting Process the solution is the Job Description (key to finding Top Talent but usually brushed off).
3. Sales – source organizations who need your solution – Recruiting Process is sourcing the Top Talent (who generally are not applying online).
4. Sales – once you identify who may need your solution, you conduct a needs analysis – Recruiting Process the needs analysis is the Interview.
5. Sales – the next step is to create a proposal – Recruiting Process this is an Offer to the best candidate.
6. Sales – both sides conduct due diligence (Can they pay on time?/Can you deliver what you promise?) – Recruiting Process the due diligence is Background Investigation, Drug Test, and Effective Reference Check (Please do not tell me your organization stopped effective reference checking…)
7. Sales – negotiate terms (cost, delivery, warranty, etc.) – Recruiting Process is the Compensation Negotiation.
8. Sales – answer any objections and close the Sale – Recruiting Process this is when you answer Top Talent questions and objections (and Sell the candidate not to accept a Counter Offer).
9. Sales – Delivery of product or service – Recruiting Process is the Candidate Start Date.
10.  Sales – Product Training – Recruiting Process is what is known today as Onboarding (or Orientation).
11.  Sales – Engage your clients to ensure they receive what they purchased – Recruiting Process is to Actuate your new employee to increase Employee Engagement.
12.  Sales – Retain clients and Upsell them – Recruiting Process is to Retain Top Talent and Attract more Top Talent candidates.

Embracing Talent Attraction as a sales process requires some changes in your Human Resource Department.  Instead of hiring clerks who process resumes, it is important to hire sales professionals to Sell the Top Talent that your company provides the best opportunity.  Pay the recruiters accordingly.  Do you pay commissions or bonuses to your business sales professionals?  Treat your recruiters the same way.  Provide them with a livable base compensation and then pay a commission or bonus if they hit certain goals. This practice enables your organization to win the Talent War.

If you have any questions, please call me at 435-714-4425 (Mountain).

The RecruiterGuy.com Top Talent Attraction business model is my differentiator.  I focus on one client at a time and charge a flat monthly fee.  This model enables me to attract new talent to your organization while identifying and suggesting improvements to your company’s Talent Attraction process, including Manager Interview Training.  https://recruiterguy.com/

Learn how I coach my Career Transition Clients in my most recent book – Employee 5.0: Secrets Of A Successful Job Search In The New World Order  http://amzn.to/2D9w39f  My book includes an appendix with sample interview questions.

I help organizations Recruit, Onboard, Actuate, and Retain Top Talent.

See you on Tuesdays!

Bill Humbert is available for Speaking, Talent Attraction Consulting, and Training contracts.

Bill@RecruiterGuy.com  435-714-4425

https://www.espeakers.com/marketplace/speaker/profile/23767/Bill-Humbert

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