What separates a top-billing recruiter from a successful recruitment business owner? It's a question that plagues many agency leaders. In a recent Carrot & Stick podcast episode, Hishem Azzouz, founder of Hector (a skills development platform) and host of The Recruitment Mentors Podcast, tackled this very issue, arguing that "top billers don't always make great operators." He shared his insights, drawn from years of experience and countless conversations with industry leaders, on how to build a thriving recruitment agency that goes beyond individual performance.
Key Takeaways:
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- Sales Culture is King: Companies that prioritize developing a strong sales culture within their recruitment teams are more likely to thrive, especially in challenging markets.
- LinkedIn Isn't Reality: Be wary of comparing yourself (or your business) to the "highlight reel" often presented on social media. The reality is often more nuanced.
- Skills Gaps Exist: Many recruitment businesses lack documented processes for key activities like business development, leading to inconsistent performance.
- Human Connection Matters: In an increasingly digital world, face-to-face interactions and genuine relationship-building are more important than ever.
- Know Your Ideal Client: And be prepared to say "no" to business that isn't a good fit.
- Intentional Knowledge: Actively practice and encourage training
Hishem Azzouz challenges the assumption that top billers make successful business operators, noting that many recruitment businesses, often founded by excellent salespeople, may lack crucial operational skills. He stresses the need for a sales-led culture, where success hinges on documented processes, targeted training, and creating opportunities, not just filling roles. Azzouz also debunks the "LinkedIn highlight reel," reminding us that real success often involves navigating unseen challenges. He emphasizes the enduring power of genuine human connection, advocating for face-to-face interactions and relationship-building even in a digital, AI-influenced world.
"...the best recruiters have a repeatable system and approach that they follow."
Hishem Azzouz's insights highlight the importance of adaptability, a strong sales focus, a commitment to developing core recruitment skills, and address the key challenge: that top billers don't always make great operators. In a constantly evolving industry, those who prioritize these fundamentals will be best positioned to succeed.
Hishem Azzouz
Hishem Azzouz is the host of the Recruitment Mentors Podcast, and founder of Hector, a skills development platform for recruiters.
