So, you’re planning to cook up a storm on the sales floor? If you’ve got your eyes set on being the best recruiter in your agency, there are a few things you should know.

First of all, being a top biller isn’t rocket science. There’s a tried and tested recipe for success that’ll see you through. If you follow our tips and stick at it, you’ll see your billings soar.

Throughout our years, we’ve seen top billers come and go, we’ve placed plenty of them into the country’s best agencies too. We’ve noticed, every top biller has the same traits, attitude and work ethic. If you want to be the best, here’s what you’ll need…

Grit, tenacity and determination… especially when things get tough

Being a top biller isn’t just about being good at your job. We’ve seen recruiters with real raw talent falter because they haven’t had enough fight in them. So much of recruitment is about being determined and demonstrating the grit required to see the job through.

Recruitment is tough. You face plenty of knock backs, you get messed around by candidates, and you can get your heart broken by people you barely know. To really excel, you need to be willing to pick yourself up every time and keep pushing forwards, without exception.

See the importance of KPIs

So many recruiters dread their KPIs. They hate the fact their performance is determined by a few numbers in a spreadsheet. This shouldn’t be the case though.

If you’re doing the job right, the KPIs shouldn’t be difficult to hit and they certainly shouldn’t be a problem. The best recruiters see value in their KPIs because when things get tough, recruitment is ultimately a game of statistics. Call enough people and you have a good chance of finding the right candidate. Qualify enough leads and you’ll find a new client.

When times are good, KPIs become less important. After all, billings are the most important metric. However, when deals are hard to come by, the KPIs are there to fall back on and keep the ship steady.

A people person

Recruitment is nothing without the people. If you’re not able to immediately build rapport, speak to a candidate or client on their level and be at ease with strangers, you’re going to struggle.

For top billers, this isn’t even something they consider, it’s a given. If you can immediately make your sales call feel more like an informal catch up, you’re on track to excel.

Solution orientated

So, you’ve got a tricky role to fill and no candidate seems suitable… what’s your move?

The best recruiters think outside the box and always look for a solution. When your immediate reaction to seeing a challenge is to find a way to get around it, through it, or over it, you’ll make the seemingly impossible suddenly appear pretty simple.

A team player

Recruitment can be a competitive job and the sales floor can make you feel pretty isolated if you’re not doing well. Top billers aren’t usually the selfish, egotistical Wolf of Wall Street wannabes you see in some firms. Instead, they’re team players who see the value in supporting others, they use their experience to benefit the wider team. After all, what goes around usually comes around.

Forward thinking

Win or lose, the best recruiters don’t dwell in the present. They don’t sit in a bubble of self-congratulation when they make a big deal. Nor do they wallow in self-pity when things fall through.

The best recruiters always ask ‘what’s next?’

Negotiation experts

As ex-FBI Negotiator, Chris Voss, says: “everything is a negotiation”.

This rings true to the best recruiters. From that very first qualifying call, all the way through to closing, everything you hear, do and say is about the deal. Whether it’s bringing a crucial piece of information back at an opportune time, or simply priming a candidate for signing along the dotted line.

They know when not to talk

It’s a misconception that being good in a sales role always requires a person to have the gift of the gab. Of course, that’s true at times, but not always.

Knowing when to shut up, listen and take in the information that’s being said is vitally important to succeeding in the role. It’s like the old adage says, you have two ears and one mouth.

Experts in their fields

Top recruiters are experts… not just in recruiting, but in their market too. Being aware of current trends, events and news in their field is important for understanding where a client’s business is at.

Not only this, but by demonstrating that you’re knowledgeable about a client’s industry, you can build trust, ensuring they have confidence in you to get the job done.

Possess an entrepreneur’s mindset

For most jobs, if you underperform, it doesn’t really matter. You might be wasting company time and money but you’ll still get paid at the end of the month.

In recruitment, it isn’t that simple. Top billers are entrepreneurs in their own right. There may be the safety net of working for an agency and you don’t need to foot the bill for office space, tech and insurance. Though the principle remains the same. Your success or failure is ultimately defined by the level of work and effort you put in. The very best recruiters understand this at their core and are self-sufficient in their work.

Embrace competition

Apple and Samsung, Ferrari and Lamborghini, Coca-Cola and Pepsi, Klopp and Guardiola, Messi and Ronaldo. History has shown us that the most successful brands, teams and people faced tough competition.

By having someone alongside you, willing and ready to take your top spot if you underperform, you’ll always push yourself to be better, do more and reach heights you thought weren’t possible. Competition is healthy and it’ll ensure you always remain at the top of your game.

There is only one top biller and sometimes you might lose out. Don’t get bitter, be grateful. Now you’ve got someone’s thrown to take. It’ll make winning feel even better.

Fancy yourself a top biller in the making?

If you think you’ve got what it takes to become a top biller, it’s time to find an agency to help you flourish. We work with the very best candidates and clients from around the country. Reach out today for a confidential conversation about what you’re looking for from your next opportunity. Alternatively browse our job board for more information.