Why recruiting firm owners must be encouraging and positive
from Top Echelon
Enthusiastic businessmen, including recruiting firm owners, must lead by example. Human beings model behavior. It doesn't matter whether that behavior is good or bad. Human beings will always copy it. In recruiting, the desire to perform, created by the prospect of direct commission, results in an immediate and powerful drive behind performance, reaching the optimum point almost immediately. Pressure to move this motivator past the optimum can come from the manager, who continually exhorts the recruiter to produce. It can come from fellow recruiters who ask, "How are you doing?" or it can come from the recruiter himself as he worries about paying bills, etc.
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