The staffing industry has weathered a pretty tough business climate over the last several years. Linkedin has dramatically changed the way companies recruit, creating both a new learning curve and opening up the search process to companies directly. This has cut into the traditional model recruiters rely upon for earning their income. In fact, an overall decrease in the use of external recruiters by companies has made being in the business not as satisfying (or as lucrative) as it used to be.
Recruiting Is Sales (But Doesn’t Pay As Well)
For those who’ve had enough of the stress and politics of filling jobs, a career in sales has become a great alternative. Just ask Jordan Silver. He left his recruiting position where the income cap was $150K. He now makes far more as a Senior Sales Representative for Fusion Worldwide, a company that finds and sells electronic components for clients in an inventory crunch. “This job is much more rewarding. I feel like I run my own business and have more opportunity and total control over my income,” says Silver.
Recruiters Have Well-Developed Sales Skills
Fusion’s CEO and Founder, Peter LeSaffre says former recruiters excel in the fast-paced, transactional nature of the business. “Instead of finding people to fill jobs, our salespeople find components to fill orders. So, it’s easy for a recruiter to adapt to our environment and get up-to-speed faster than people from other industries.” LeSaffre says even beyond the similarities in the work, there are three particular reasons recruiters make great salespeople:
1. They have strong people skills. Recruiters have to be able to get their clients to trust them with filling their jobs. They are used to building relationships and getting someone to give them the opportunity to make a sale..
2. They’re not afraid to pick up a phone. Recruiters can’t hide behind email, and neither can salespeople. They have to love making calls and getting past the “cold shoulder” routine some potential customers have initially so they can build a relationship that will lead to a sale.
3. They know how to manage clients. Recruiters will push back on employers and use their reputation and relationship to get them to accept the candidate they feel is best for the job. Good salespeople also need to be able to know how to convince a customer to go forward with a purchase. It’s no surprise LeSaffre and his team at Fusion Worldwide are focused on finding more recruiters to join their sales team in their new office. (You can learn more and apply directly to their company by clicking HERE >>)
Want An Opportunity To Lead?
Fusion Worldwide is looking for Sales Account Managers in three locations: Boston, Amsterdam and Singapore (among other open jobs). Plenty of promotions have been offered to high-performers within the company in the past, so a crack at being a leader by title could be in your near future.
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