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Recruitment can be a very lucrative and addictive career, but it's not for everyone. Here we discuss the pros and cons.

WHAT IS RECRUITMENT?

A recruiter wears three hats:
the Treasure Hunter, the Dating Agent and the Sales Consultant.


In most cases Recruitment agencies are paid by the employer for being FIRST person that introduces the candidate that gets the job. That means it is a race to find the best candidate on the market before your competitors.

 


Recruiters are responsible for setting up introductions of perfectly matched candidates to the employer.
They also need to manage the employer and the candidate so that they progress to signing an employment contract.

 

 

Recruiters are responsible for locating and gaining agreements from employers to use their recruitment services.
They are paid a commission bonus based on the revenue that they gain from placement fees.

 

 

Recruitment is SALES. 

Your job is to ensure that the employer hires the best person on the market.
It's not helping people get a job - that's what Centrelink and Career Advisors do.

 

COMMON CAREER PATHS 

 

CAN YOU MAKE IT? 

Achieve ten yes's to these questions and you have the makings of being a successful recruitment consultant.

1.      Are you serious about becoming a recruitment consultant and do not see the role as a stop-gap?

2.      Do you enjoy selling?

3.      Can you be relied upon to achieve your own sales targets?

4.      Are you persistent?

5.      Are you competitive?

6.      Do you listen to people and offer useful feedback?

7.      Can you really deal with pressure?

8.      Are you a good negotiator (finding a compromise)

9.      Do you have the desire to develop and learn - understand the sector you will be recruiting for?

10.  Does working in a specialist area of recruitment excite you?

This chart shows the most popular skills for a recruiter and their effect on their pay.

NORMAL DAY 

This is what a normal day at MACRO may look like.

  • Call all suitable candidates that have applied overnight
  • Introduce suitable candidates to your clients (employers)
  • Contact your clients for feedback on candidates you've already sent, set interviews
  • Return sales calls from Employers
  • Advertise / Readvertise  vacancies
  • Reference check candidates
  • Managing salary negotiations between your client and candidates.
  • Marketing calls to existing clients
  • Handling random candidate & employer queries


Other things that may pop up include client visits, preparing tender responses, face to face interviews with candidates, training, assisting in facilitating training workshops, network events.

It is fast paced.
Your time is one of your key assets. If you don't manage it well, you could end up wasting it very easily and ending up with no commission.

HOW DO I GET TRAINED? 

At MACRO, you will be paired with a Senior Recruiter.
Initially you will work alongside them so as to assist them with filling their roles.
As you do this you'll progress through learning how to:

  • Efficiently search databases
  • Write and post inspiring job adverts
  • Phone screen applicants
  • Headhunt (call on potentially good candidates that have not applied to your role)
  • Write up professional application summaries for the employer
  • Reject unsuitable candidates
  • Complete in-depth Reference checks
  • Screen candidates soft skills (behavioural profiles and motivations)
  • Face to face interview candidates
  • Inspire employers to meet with your candidates
  • Set interviews with the employer
  • Negotiate salaries for your candidate
  • Prepare tender submissions
  • Sign employers up to MACRO's terms of business
  • Perform a professional client visit

WHAT'S THE PAY? 

Most recruitment agents work on a base + commission model. Some work on a flat base, some get a profit share or discretionary bonus.
At MACRO, all Recruiters are paid a weekly base and monthly commission.

First year

MACRO's trainees are paid a training base of between $40-45k during their first 3 months.
There is no commission during the first three months period.
After the training period, there is a salary review based on performance.
MACRO's trainees usually end up earning $80k - $110k in their first year.
The company's best is $145k.

Potential to earn more

At MACRO we don't cap commissions.
The most a MACRO recruiter has earnt to date has been $187 in a year.

Industry Average

This is the results of an industry wide Salary Survey in Sept 2015.
The average pay was found to be $52,193.

Calculating Commission 

Recruiters are expected to make 3 x their base salary before they are eligible for commission. 
This 3 x is called the Commission Point.
Commission is generally calculated as a percentage of the profit received from the recruiter's placements.

For example,
A Recruiter on $40k base including supa has a Commission Point of $120k per year.
The agency pays a commission of 25%.
Each month they need to bring in $10k (120k/12 months) before there are eligible for commission.
If they bring in $30k for the whole month they get 25% of 20K ($40k - $10k).
That's $5 in commission for that month.

What happens if you don't make the Commission Point? 

The bit you were short on is added to the next month.
Generally if you're short 3 months in a row, your employment is in jeopardy.

LOCATING CANDIDATES 

Generally recruiters locate candidates from

  • Their agency database
  • Online databases
  • Linked In
  • Job boards
  • Social media
  • Referrals
  • Networking
  • Email and SMS marketing

MACRO is connected through its social media and database networks to over 9% of Australia's workforce

LOCATING NEW CLIENTS 

Generally recruiters locate new clients by

  • Cold calling
  • Email marketing
  • Referrals
  • Candidates becoming hiring managers
  • Looking at job boards
  • The agencies own marketing
  • Job seeker intel

In a perfect world, recruiters would specialise in recruiting for a certain skill set.
This means each job they work on results in a bigger targeted database of candidates, better market knowledge and faster filling of roles.
Unfortunately employers will come at you with requirements outside your speciality.

MACRO we have not cold called in 5 years.
It's not that we don't want you to; it's just that we don't need to.

SCREENING CANDIDATES 

A recruiter's job is find the most WILLING & ABLE candidate on the market for the job.

At MACRO we evaluate this through interviewing, reference checking and psychometric testing. So far we've placed over 8,500 people in the past 25 years. Only 21 of these did not make their 3 months' probation.

If a placement does not make their 3 months' probation, we have to replace them free of charge. This means no attributed commission until you have placed the replacement. Hence getting it right the first time is VERY important.

At MACRO we evaluate candidates based on what we call the right person first time method.

(see "The Right Person First Time Method")

CONS

You won't place every job you work on.

Recruiters need to work multiple jobs at any one time to ensure they make their targets. This can lead to being frazzled if you're not careful.

You may need to work unpaid overtime from time to time. If you're consistently going home past 6pm, there's something wrong.

Recruitment is tied to the stock market. If it goes up, companies invest in new staff. If it goes down, the only people they are employing are debt collectors and accountants.

You need to keep several plates spinning to ensure your pipeline is safe. This includes continually bring in new vacancies to fill, sending applicants details to employers, setting up interviews and managing placements.

You have two customers - the job seeker and the employer. Sometimes they waste your time or even lie.

It's fast paced with lots of phone calls and emails. It's not long lunches and games of golf.

You'll spend your time saying "no" more often that "yes" to job seekers.

PROS.

You can make a lot of money fast.

You don't need formal qualifications in recruitment.

You're running a business within a business. This means clients come back to you based on your relationship and integrity.

It feels damn good when you place someone in a role. You get a happy employer, a happy jobseeker, a happy boss and you get paid a bonus for it!

The skills you learn are something that you will always be able to use in your future career.

Every day is a different. You'll get to see how a multitude of businesses work.

Any business in any industry is only as strong as its workforce and for most recruiting the best talent is the difference between success and failure.  As a good recruiter you are the key in this whole process. You get to make a difference and see the impact quickly.

Recruitment is a full contact sport and not for people who seek an easy ride. Get it right and it's the best job in the world, get it wrong and it can eat you up.

If you are interested in applying for a traineeship at MACRO, click here

Click here to download About Recruitment pdf file