In the staffing and recruiting profession, success is influenced by numerous variables—both controllable and uncontrollable. When things don’t go as planned, it’s common to fall into the trap of playing the “blame game.”
Recruiters often point fingers at external factors like the economy, the rise of remote work, difficult clients, or unreliable candidates. However, this habit of blaming others can limit your potential and distract you from what truly matters: your own actions and attitude.
Taking Control of Your Success
Barb Bruno, CPC/CTS
As Barb Bruno, CPC/CTS of Good as Gold Training, a recognized leader and trainer in the staffing and recruiting industry, puts it, “Blaming others might feel good in the moment, but it doesn’t move you forward. The only person responsible for your success is you.”
This empowering truth is essential to embrace. While there are many factors outside your control, you have complete power over your reaction to these circumstances. The ability to choose how you respond to external forces like difficult clients or the job market is what sets top-performing recruiters apart from those who fall into a cycle of frustration.
Here are some key facts to keep in mind when navigating the challenges of the staffing and recruiting industry:
- You are responsible for your success. It’s easy to think that the responsibility lies with your owner, manager, or coworkers, but in reality, the only person who can influence your trajectory is you.
- You can’t control the external factors, but you can control your attitude. Whether it’s an economic downturn or an uncooperative candidate, your attitude determines how you react to the situation.
- Your attitude is your choice. No one can affect your attitude unless you allow them to.
- Adaptability is crucial. The industry is always evolving. Whether it’s remote work, changes in hiring trends, or new technology, you must adapt or risk being left behind by the competition.
The importance of mindset in the staffing and recruiting profession cannot be overstated. Your attitude, expectations, and goals significantly impact your level of success. “If you think you can succeed, you’re right—and if you think you can’t, you’re also right,” says Barb. The candidates and clients you work with will pick up on your confidence, energy, and passion, and it directly affects how they respond to you. Your mindset sets the tone for every interaction you have.
The Power of Focus and the 80/20 Rule
One of the most common mistakes that recruiters make is becoming overwhelmed by the countless daily tasks that demand their attention. However, Barb advises, “Success comes from focusing on the 20% of actions that yield 80% of your results.” This is known as the Pareto Principle, and it’s a powerful tool for increasing productivity and success.
In recruiting, this means focusing on high-impact activities like reaching out to top candidates, nurturing client relationships, and closing deals rather than getting bogged down in low-value tasks. Increasing the time and energy you devote to these critical activities can lead to a significant improvement in your results.
While it’s easy to react impulsively in a fast-paced environment, successful recruiters know that the best decision is often to not react immediately. Instead, they focus on prioritizing their highest-value tasks and ensuring they are consistently taking actions that move the needle forward.
Setting Non-Negotiable Goals
To take your recruiting career to the next level, setting clear, non-negotiable goals is essential. According to Barb, “You can’t achieve what you don’t plan for. If you don’t set goals and commit to them, it’s easy to get caught up in distractions and lose focus on what really matters.”
Here’s a simple yet powerful way to set and achieve your goals:
- Document your non-negotiable goals. These are the goals that you commit to no matter what, across all areas of your life—professional and personal.
- Attach five specific and dated action items to each goal. Break down each goal into actionable steps that you can track and measure.
- Post these goals where you can see them daily. By having a visual reminder, you’re more likely to stay on track and hold yourself accountable.
“Successful people don’t just set goals—they make them visible, measurable, and actionable,” Barb emphasizes. Goals are not just for the company’s benefit; they are essential for personal and professional growth. When you set specific, actionable goals, you’re more likely to exceed expectations and create sustainable success for yourself.
However, achieving these goals requires a commitment to planning. A lack of planning is one of the most significant contributors to inconsistent performance in the recruiting profession. Inconsistent work habits and a lack of focus on results-oriented activities can prevent you from reaching your full potential.
The Consequences of Failing to Plan
Failing to plan doesn’t just affect your productivity—it impacts every aspect of your professional life. Here are some of the consequences of not having a clear, structured plan:
- Lower production and sales. Without a clear focus, your daily actions become scattered, leading to lower productivity and missed opportunities.
- Inability to surpass goals consistently. Without planning, it becomes much harder to hit or exceed your targets regularly.
- Reduced income. Fewer placements, lower client satisfaction, and missed opportunities ultimately lead to a decline in your earnings.
On the flip side, creating and sticking to a solid plan helps you prioritize what’s important over what feels urgent at the moment. It allows you to stay on track, focus on high-value activities, and consistently meet or exceed your goals.
Breaking the Cycle of Blame
Playing the blame game not only limits your potential for success but also creates a vicious cycle that’s difficult to break. Every time you blame someone or something else for your lack of success, you miss an opportunity to take responsibility for your actions and learn from the experience.
Instead of pointing fingers, Barb encourages recruiters to take a step back and ask themselves the following questions:
- What could I have done differently?
- How can I prevent this issue from happening again?
- Is it time to walk away from this client or candidate?
- What new habit should I develop over the next 21 days?
By shifting the focus away from external blame and toward personal accountability, you open yourself up to learning and growth. This mindset doesn’t just improve your success rate—it enhances your overall job satisfaction and can lead to increased income.
Building Positive Habits for Success
Developing positive habits is one of the most critical components of long-term success in recruiting. According to Barb, “It takes 21 days to build a new habit. If you want to change your results, start by changing your habits.” Consistently practicing positive habits like proactive communication, structured planning, and goal setting can dramatically increase your success.
Here’s how to develop habits that will set you up for success:
- Commit to small daily actions. Rather than trying to change everything at once, commit to making small improvements each day. Over time, these small actions will add up to significant results.
- Track your progress. Whether it’s the number of calls you make, meetings you schedule, or deals you close, tracking your progress helps keep you accountable and shows you where you need to improve.
- Celebrate small wins. It’s important to recognize and celebrate the small victories along the way. This helps to build momentum and keep you motivated.
In addition to building positive habits, it’s also crucial to eliminate bad habits that hold you back. These might include procrastination, negative self-talk, or focusing on low-value tasks. “Every habit you develop either brings you closer to your goals or further away from them,” says Barb. Be mindful of the habits that are keeping you stuck and work to replace them with behaviors that support your success.
Learning from Challenges
Challenges and setbacks are inevitable in any career, especially in the high-stakes world of recruiting. However, how you respond to these challenges is what ultimately determines your level of success. Instead of viewing setbacks as failures, look at them as opportunities to learn and grow. “The most successful recruiters are the ones who are constantly learning—from their mistakes, from their clients, and from their candidates,” says Barb.
By adopting a mindset of continuous improvement, you’ll be better equipped to handle the ups and downs of the recruiting profession. Whether it’s a deal falling through at the last minute or a candidate backing out of an offer, each challenge is an opportunity to refine your approach and improve your results.
Take Ownership of Your Success
At the end of the day, your success in the staffing and recruiting profession is entirely in your hands. While it’s easy to get caught up in external factors like the economy or difficult clients, your mindset, attitude, and actions are the true determinants of your success.
By focusing on what you can control—your attitude, actions, and planning—you can position yourself for long-term success. As Barb Bruno says, “Success isn’t something that happens to you—it’s something you create through your daily actions.” By embracing this mindset, setting clear goals, building positive habits, and taking responsibility for your outcomes, you can achieve greater success in your recruiting career and beyond.
Take Action:
- Document your non-negotiable goals and create a plan to achieve them.
- Focus on the 20% of actions that will yield 80% of your results.
- Break the cycle of blame and take ownership of your success.
- Commit to building positive habits that will move you closer to your goals.
By making these small but powerful changes, you can elevate your career, increase your income, and achieve the success you deserve in the staffing and recruiting profession!