Recruiter Training By Barb Bruno, CPC

As recruiters, we all know that what we do for a living provides us with the opportunity for a constant roller coaster from month to month. Consistent production is the main goal. The reality, however, is that production will often fluctuate. Unfortunately, having one month of very high sales is often followed by a flat month. This type of inconsistency can cause what I like to call my two personalities. When I was working my desk, I decided to create two personalities. After years of top production, a few that I would like to forget, my friends and family were able to recognize what my production was based on my mood and overall disposition. At first, I didn’t find the humor in my bad months or my bad moods. After many years in our profession, I became painfully aware that they were right. During a month of top production, both inside and outside of my office, I was on top of the world.

Truth is, when I was aware of my behavior, I was able to do one of two things. First, I would joke with everyone around me that my second personality (unhappy) had taken over. The second thing I would do, especially with more consistent production, was to catch my negative behavior and alter it. Either way, due to the nature of our profession it is imperative that we try to keep a good sense of humor.

The following are ten ways to handle the roller coaster.

1. Create a second personality (that was my dysfunctional and temporary solutions).
2. Begin to monitor your moods when you have a flat month.
3. Be aware that your moods will affect your co-workers.
4. Be ware that your moods will also affect your friends and family.
5. Remind yourself that challenging months are often followed by great months.
6. Keep tough months in perspective – there is always a next month.
7. Every month you start with a clean slate.
8. Ask someone you trust in your office to point out any negative behavior.
9. Ask someone you trust in your personal life to watch your behavior.
10. When you are suffering a flat month, engage in some type of training to keep yourself motivated.

Overall, the key to surviving the roller coaster is to never have a flat month (smile) or try to become more aware of your moods and how they are directly influenced by what is happening or not happening with your desk.

Nancy J. Phillips, CPC
Sales Consultant/Coach
V.P. of Sales and Marketing