Sorry, I just need a rant today
I love the recruitment profession and am passionate about helping drive sales performance within it, and as CEO of the most prominent supplier of sales performance improvement and KPI management software solutions to the UK recruitment industry, we are all about driving the sales activity of recruiters, however some of the recruitment community really does need to differentiate between “quality activity” and “hitting a KPI target”.
On a weekly basis, a certain large UK recruitment company (not a client of ours) who shall remain nameless sends me anywhere between 20 and 40 speculative CV’s, last week whilst on an aeroplane I decided to look through my spam folder at them and see what delights I was potentially missing.
You have to bear in mind, we are a small (sub 10 person) software company, currently operating only in the UK (we do have international clients, but all managed from the UK) we have very specific skill sets. Furthermore, we have no open opportunities and have no immediate plans to change this; finally as a supplier to the recruitment profession, I/we will only ever deal with our customers.
So, here is the pick of the CV’s that were sent
- A mobile phone mast engineer (that was the pick of the bunch and it included separate references, I really can’t see the relevance at all).
- In international blue chip finance director.
- A Russian computer hardware Sales Director, currently living in Russia with no plans to re-locate.
- A variety of foreign based sales managers of various disciplines, although nothing in anyway useful to us.
- And a further 30 odd other non relevant applicants.
Now, as a salesman, I know given a target that the easiest way to get management off my back is to do anything to hit my KPI’s and fast, but this level of quality is ridiculous and surely there is no relevance to setting a CV sendout target if this is what is going to happen, I wonder if the agency in question sets weekly telephone call targets and the consultants ring Mum, Dad, Brother, Sister, Auntie June, Uncle Steve, the entire football team, bloke/girl they met in the pub last night etc. etc. and achieve their call targets by 11:30am on Monday morning.
To compound the above example, no one in our Company has ever spoken to the agency in question, also the vast majority of these CV’s came from different consultants, so I just don’t get it!
I am a total advocate of driving activity, but it has to be relevant, with all of the focussed activity supported by efficiency ratios and audit trails, how else can senior management see if the market is changing for the better or worse, how else can management see what the real training requirements of individuals are, how can the organisation set achievable targets and how on earth can account managers sit down with their clients and even begin to justify their fees.
Rant over, I’m currently writing an entry on justification of fees, which I hope to publish in the next few days.
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