Q: What did you do prior to becoming a recruiter?
A: I started a
sales training and consulting business in 1998, after several years of managing
technology sales forces in Silicon Valley. In year 2002 I decided to modify
my business plan to include a recruiting division because of input from my
existing clients. Part of my sales consulting business included assessing
sales forces to determine their strengths and weaknesses - also to assess
whether they were willing to change their behaviors as a result of a training
effort. For those clients who had underperformers who were not good candidates
for training, I usually got a request from my client to help them find some
salespeople who would perform if hired.
Q: Why did you decide to become a recruiter
and what year (xx, xx, xxxx) did you become a recruiter?
A: I started recruiting
in 2002 in an effort to help my clients improve their recruiting process
and bring in salespeople where there was a minimum of risk in terms of
performance. The cost of turnover for a salesperson is considerably higher
than with other employees because of the potential lost revenue and the negative
impact on customer relationships. If the right people are brought in, our
sales training work yields significant results.
Q: Who were
your role models and are you mentoring others now?
A: My role models
were the great recruiters who helped me find good salespeople when I was
running sales forces. I had good relationships with them and made a point
of learning what made them successful. I haven't brought additional recruiters
into my business, but plan to this year, and I will make every effort to
make them successful.
Q: If you were asked what your job title is,
how would you respond?
A: Consultant
Q: Is your primary job function sales
driven or recruiting driven?
A: A significant
portion of my time is spent in a sales function - convincing companies to
trust me with their staffing needs, and convincing candidates that, although
they are secure in their current positions, they need to consider a new
opportunity as part of their career management efforts. The recruiting portion
of my job function involves really understanding my client's environment
and business needs associated with a job opening, and finding the people
who will meet it.
Q: Why did you join USRC and what prompts you
to continue to be a member?
A:
I
joined USRC as a result of a recommendation of a recruiter who I was trying
to recruit for an IT staffing agency. I thought highly of his professional
skills and he felt that USRC has really contributed to his professional
development. I have continued to be a member because of the valuable information
I've gotten gained from the talented recruiters who belong to this organization.
Comment: Karen places candidates in Information
Technology Sales - Software, IT Consulting, Sales Support, & Digital
Marketing poistions.
