I caught myself staring out the window at the front pasture, so icy and desolate in the late winter afternoon. It had been cold lately . . . unseasonably cold for Atlanta.
And, with the vanishing warmth, I started having negative daydreams. What was going on with the economy? Did our political leaders really know what they were doing? Was recruitment, as I had known it, a thing of the past, like typewriters and Polaroids?
Sad thoughts, for sure. And then, as always, the phone rang.
I returned to the present and answered the phone. On the other end of the line, another like-minded soul was full of some of the same doubts I had just been having. However, it was his question that shook me out of my doldrums.
He asked, “What is the difference between success and failure in recruitment?”
This took me back to a meeting I had in Atlanta with one of the greatest sales trainers who ever lived. His name was Steve Brown and he was the Chairman of the Board of The Fortune Group. I told the caller to sit back and relax and listen to what I remembered from that memorable meeting.
There are three major differences between big billers and average billers, with an emphasis on point number three:
#1—Big billers do what average billers do, but they do it more often.
#2—Big billers do what average billers do, but they do it with higher quality.
#3—Big billers do what average billers do, but they have a better attitude.
To elaborate more on #3, big billers believe they are going to be successful. Average billers, on the other hand, just aren’t sure.
Number three is the key point. As Steve Brown would say, “The difference between success and failure in sales is attitude.”
Where does your firm stand in relation to these three points? Do you work and act like an average biller? Or do you work and act like a big biller?
More importantly, what is your attitude about recruiting?
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Bob Marshall of TBMG International, founder of The Marshall Plan, has an extensive background in the recruiting industry as a recruiter, manager, vice president, president, consultant, and trainer. In 2015, Marshall is celebrating his 35th year in the recruitment business. He can be reached at bob@themarshallplan.org or at 770.898.5550. Marshall’s website is www.themarshallplan.org.