Home
Job Seekers Helpful Articles
Value of Company Culture - Simple to Define, Difficult to Create
A Day in the Life of a Successful IT Recruiting Sales Representative
A successful IT staffing sales representative is someone who is always on the go, constantly looking for new,
creative ways to better both themselves and their company. Depending on what stage of their
technical staffing
career, there are various different ways one may set up their daily routine. In spite of these differences, success can
be achieved through the practice of a few basic principles: knowledge of the IT business/market, time management,
client relationship management skills and, most importantly,
HARD WORK.
The first key to the success of a successful IT recruiting sales rep is
time management. Many bright, eager
IT staffing
salespeople find it difficult to accomplish their goals simply due to the fact that they lack the ability to manage their
time efficiently. It may sound simple, but by being organized and mapping out the day’s tasks, an IT staffing
salesperson will be significantly more successful in both the long and short term. By following this routine, an IT
staffing sales rep can increase their activity, therefore connecting with more clients, without sacrificing quality. On a
given day, a to-do list may include cold-calling into new/potential clients, managing existing relationships, leaving the
office for client meetings and prospecting. With all of these things adding up, it is very easy to get disorganized and
lose focus – this is why it is extremely important to have a plan of attack in place each and every day.
One of the major downfalls for salespeople in the IT recruiting industry is that they do not spend enough time trying to
learn, and fully understand, their clients from both a business and information technology standpoint. With this
industry knowledge, an IT staffing salesperson can be seen by their clients as a trusted advisor, opposed to just
another salesperson looking for a handout. In a highly competitive industry such as
IT recruiting in Boston, it is
important for a sales rep to distinguish him/her-self from all the other IT staffing companies in the market. One of the
best ways to do this is by having a complete understanding of each client’s industry, environment and technology
stack. There are many different ways to acquire this knowledge, including client visits, various industry publications
(i.e. newspapers, magazines, e-books, whitepapers), networking events, tradeshows, etc. A successful IT staffing
salesperson will fully immerse themselves in the industry.
A large part of any salesperson’s day in the
IT recruiting world includes meeting with new and existing clients. Like
many professions in this day in age, just about all of the day-to-day contact can be established via e-mail and/or
telephone. Despite this, it is extremely important for the account manager to have face time with their clients. It is in
these meetings (whether it be in-office or over coffee, lunch, dinner or drinks) that one can uncover information that
would be unobtainable over the phone/e-mail, such as client environment, personality tendencies, etc. Too often in
this business, IT recruiting companies match “buzz” words from a candidate’s resume to a given job description.
While this is a good first step in identifying quality resources for a client from a technical perspective, it is not until
you uncover what the client needs from a personality-perspective that an IT staffing sales rep will truly be successful.
Another added benefit in face-to-face meetings is the opportunity to establish a long-lasting partnership through trust.
The stronger the relationship, the easier it is for both parties to have open conversations, manage each others’
expectations and successfully place
quality high-tech candidates.
Through managing one’s time efficiently and effectively, a salesperson in the technical recruiting industry can generate
high volume, quality activity with their clients to help better understand the business, technology and environment
within each unique organization. However, none of these things can be accomplished without Hard Work – it is that
simple. Whether it be spending the extra time to read up on a new client or technology, or make the extra phone call
to uncover more useful information, an IT staffing salesperson must have a “do whatever it takes” attitude to find real
success in an industry as demanding an competitive as this one.