Press Release: Inadequate training leaves Recruiters out in the cold

With the credit crunch continuing to tighten the corporate purse strings, the pressure to recruit the right people into an ever-shrinking job pool has never been higher. But many recruitment organisations are failing to maximise the potential of their consultants by not investing in adequate training, according to recruitment sales training specialist Andy Preston.

After speaking at this latest Sales Breakfast club on 18^th June, Andy stressed that most recruitment training was based on how the market was ten to twenty years ago and that modern recruitment organisations needed to adapt their training programmes to capitalise on a downturned market.

“ Many recruiters assume that the credit crunch has reduced the amount of job vacancies in the pot and so they can’t possibly be expected to meet their targets, so just stop trying. But ironically, it is those who approach the market as if there is nothing wrong who will prosper as they will win business from those who have already accepted defeat” argues Preston, founder and head trainer of sales performance training company Outstanding Results.

Preston believes that most recruitment organisations don’t invest in appropriate training as they don’t feel it is a valuable investment, at least until they know which consultants are likely to remain in the organisation. And those that do remain are often left alone to get on with their job and never learn how to do the job well.

And recent research indicates that many recruitment consultants are aware that they lack the skills they need to succeed, with Perriam & Everret revealing that almost a third of the 1200 consultants they surveyed were not satisfied with the level of training they received.

“There is a definite sink or swim mentality in the recruitment industry and so the assumption made by management is that if you are no good at it, you wont be around for long, so training isn’t really needed. But this couldn’t be further from the truth; I mean how can recruiters be expected to deliver results if they aren’t equipped with the right skills from the onset? adds Andy, who’s clients include Antal International, Evolution Recruitment and Workforce Recruitment.

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