Sometimes the reasons that consultants aren’t performing aren’t that obvious. They seem to have the necessary skills and experience. They may even want to succeed, but somehow there is something holding them back. In my experience as a recruitment manager I found that there were three things that would often stop achievement. The good news is that identifying them is the first step to overcoming them and helping your team start achieving billing success.
One of the major aspects of people not fulfilling their potential is fear. People can be scared of many things, such as:
- Fear of success / winning
- Fear of failure, be it losing or making some form of basic error
- Fear of the unknown
Fear is a natural emotion that we all have. When man lived in the wild, without fear man would not have survived the many natural hazards and threats to life, so the purpose of fear is to let us know to take appropriate action. However, in most recruitment businesses, there is no threat to our lives, yet the fear is still there.
Fear has the ability to really paralyze people from taking action. As an example: Many consultants fear cold calling for leads. Even if they know what they need to say, the fear of rejection or an unknown response can prevent them from even picking up the phone. Fear is a natural emotion.
The reason for this is that fears are linked to limiting beliefs. By changing beliefs, consultants can start to overcome their fears and start achieving their targets.
2. Limiting Beliefs
Beliefs are generalisations of some previous experience, something that has happened in the past and they created a belief around it in order to give it a meaning. They often they stem from past experiences. If that experience was negative it can translate into limiting beliefs.
You will also know that the flip side of this is that if you have empowering beliefs about yourself or a goal then you are more likely to achieve it.
It’s important to know that even though the impact of a dis-empowering belief may appear huge, often it is relatively simple to deal with.
One example is if a consultant doesn’t believe they can ever be a top tier biller – this could stem from being told as a child they were not good enough to do something. This belief is not true – it’s an old perception of the truth.
So as their manager if you can get them to find other scenerios where they had this belief initially and then it turned out that was not true – then this can blow this belief out of the water.
For an example of a time they achieved something they didn’t think was possible for them. It could be anything, like learning how to swim or how to ride a bike for the first time. The purpose is to show them that just because they believed they couldn’t do something at the time doesn’t mean it is impossible for them to do it. It just means they haven’t learnt how to make it possible YET. So bearing in mind they are not YET a top biller – what do they need to do or change to become one?
3. Negative Motivation
A key factor in their non-success is the lack of motivation. If you can find out what really motivates your mid tier consultants – then change can happen instantly.
Our values are those things that are important to us, are keys to our motivation or lack of it. Tony Robbins, a leading coach, has said that if someone has enough reasons they will do anything! When you can find out what someone’s values are – then you hold the key to their motivation.
To find out what someone values – you simply ask them:
“What’s important to you about being a recruitment consultant or _______________(Senior Account Manager)?”
And then – “What else is important to you about being a ________?”
And what else?
If you want to find out exactly how to do a values elicitation and change limiting beliefs – please listen to this free training webinar – 5 Steps to …..
I hope you found this article useful. If you would like some more tips on how to deal with the inner game or help your team to deal with their inner game – join my FREE Webinar ‘The 6 Step System to Convert Your Under Performers to High Billers in 14 days or Less’
Click on this link to sign up: 6 Steps Convert your Under Performers to High Billers
‘Til next time,