Summary

Ben Browning explores the intersection of performance psychology and recruitment. The episode explores the gaps in the recruitment market, the four key elements of a successful business development strategy, and the importance of mindset in sales.

Learn about the tools and frameworks necessary for continuous improvement, and hear Ben introduce the Million Dollar Blueprint program, designed to help recruitment consultants double their billings.

Takeaways

• Clarity, precision, campaigns, and conversion are key to business development.

• Sales is about empowering and inspiring others to take action.

• Mindset is crucial for recruiters to embrace their role in sales.

• Understanding client problems is essential for effective recruitment.

• Continuous improvement requires clear processes and data-driven decisions.

• The Million Dollar Blueprint helps consultants double their billings.

• Sales assets like templates and frameworks are vital for success.
  

Chapters

02:45 Identifying Market Gaps in Recruitment

05:39 The Four Key Elements of Business Development

08:16 Mindset and Clarity in Sales

11:09 Understanding Client Problems

13:58 Tools and Frameworks for Continuous Improvement

16:54 The Million Dollar Blueprint

Links

Books:

"Good to Great" by Jim Collins https://www.goodreads.com/book/show/76865.Good_to_Great

"Gap Selling" by Keenan https://www.goodreads.com/book/show/42686460-gap-selling?ref=nav_sb_ss_1_23

"Eat Their Lunch" by Anthony Iannarino https://www.goodreads.com/book/show/38820051-eat-their-lunch?ref=nav_sb_ss_1_38

"The Transparency Sale" by Todd Caponi https://www.goodreads.com/book/show/42847045-the-transparency-sale?ref=nav_sb_ss_1_39

Podcasts:

"Recruiting Better" hosted by Ben Browning, available on YouTube, Spotify, and other platforms.

https://www.beresonant.co.uk/recruiting-better-podcast/

Websites:

Ben's website: https://www.beresonant.co.uk/

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Carl Jones, founder and CEO of Konquest, the leading commission software for staffing and recruiting, discusses how agencies can transform their commission plans to drive performance. He shares insights from the Recruiter Commission Census, highlighting the rise of thresholds and layered schemes, and emphasizes the importance of aligning commission structures with business goals.

Parts Index (Timed Structure):

• 00:42 - 02:18: The pain point Konquest solves

• 03:30 - 06:20: Key insights from the Recruiter Commission Census

• 07:57 - 10:29: Addressing why 75% of agencies have commission issues

• 12:41 - 14:09: How Konquest influences future actions and discretionary effort.

• 18:10 - 20:10: Viewing commission as an incentive, not just a cost

• 21:56 - 23:38: The importance of product market fit and staying close to customers.

Key Highlights:

• Commissions as a Strategic Lever: Commissions are not just a cost but a critical tool that impacts both profitability and revenue trajectory, deserving serious attention and regular review (at least annually).

• Recruiter Commission Census Insights: The census reveals a substantial increase in the application and size of commission thresholds (now in the majority of agencies) and a significant rise in "layered schemes" (multiple commission components), which Carl advocates as best practice.

• The "Why" Behind Commission Problems: 75% of agencies admit to commission issues due to a lack of scientific rigor, data, and confidence in decision-making, often leading to unreviewed, outdated structures.

• Product Market Fit: Carl emphasizes the ongoing importance of product market fit for business growth, fundraising, and mental health, and the need to continually stay close to customers and problems.

Links to Books, Podcasts, Tools, Events:

• Recruiter Commission Census: Available for free download on the Konquest website https://konquest.io/resources

Social Media and Website Links:

• Carl Jones' LinkedIn: https://www.linkedin.com/in/carl-jones-66093722/

• Konquest Website: https://konquest.io/ (resources section available with high-value assets)

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In this masterclass, Jamie Burrows explores the intricacies of developing high-performing recruiters and managers. Explore the journey of a recruiter, the essential traits of high performers, and the importance of structured training, mentoring, and coaching.

Jamie shares valuable insights on the expectations for recruiters and the necessity of measuring return on investment in training initiatives.

Chapters

05:35 High-Performance Traits in Recruitment

07:56 Training vs. Mentoring vs. Coaching

10:59 Effective Onboarding for Rookie Recruiters

13:22 The Role of Billing Managers

16:20 Preparing for the Future of Recruitment

19:01 Quickfire Insights and Recommendations

Media Links

Books:

• To Sell Is Human by Daniel Pink https://www.goodreads.com/book/show/13593553-to-sell-is-human

• Never Split the Difference by Chris Voss https://www.goodreads.com/book/show/26156469-never-split-the-difference

Podcasts:

• Amplifying Recruitment by Jamie Burrows https://podcasts.apple.com/gb/podcast/amplifying-recruitment-learn-grow-lead/id1787699795

• The Chris Voss Show https://thechrisvossshow.com/
  
  

Websites and Social Media

• Jamie Burrows on Linkedin https://www.linkedin.com/in/jamie-burrows-training/

• Jamie Burrows - Training for Recruiters https://jamieburrows.net/

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