"If someone's primary motivation or if someone's sole motivation that you have given them is money, then only one competitor needs to pay them more and they'll be gone."
The recruitment industry often relies on short-term, transactional motivations—hit target, get paid. But what happens when the market slows, or a competitor offers a higher commission? The reality is, if money is the only motivator, your top talent is always one counter-offer away from leaving.
In this insightful episode of Carrot & Stick, CEO Derry Holt challenges two veteran leaders - Nathan Fuller, MD of Kite Human Capital, and Donna, Fractional CRO & Go-to-Market Consultant (formerly of Vincere) - on how to build a recruitment culture that truly lasts. They unpack the crucial shift from a revenue-chasing blind roll to fostering a shared vision where accountability meets profound loyalty, transforming recruitment into a predictable, high-value product.
What we cover in this episode
Productizing the Service
Building a scalable, resilient recruitment firm requires turning the service into a predictable product, reducing reliance on individual star performers.
The Danger of Money Motivation
If compensation is the primary driver, top talent will leave the moment a competitor offers slightly more; purpose must provide the anchor.
KPIs Must Reflect Outcomes
Leaders must move beyond 'silent metrics' like call volume or MQL count, ensuring activity-based KPIs clearly lead to valuable business outcomes.
Hiring for the Tribe
Talent and work ethic are insufficient; long-term retention requires finding employees whose values and goals align perfectly with the company's culture and vision.
Turn Insight Into Action
Stop relying solely on boring spreadsheets. OneUp Sales allows you to track and instantly reward those value-added behaviors, bringing the full picture of success to life through dynamic leaderboards and real-time recognition. Give your team the tools to feel motivated by purpose, not just transactions.
