Ask Barb: Hiring New Recruiters

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Feb 22, 2012

Dear Barb:

I am a new owner and need to begin hiring recruiters. Can you provide me with a profile of individuals who do well in our profession? Should I look for someone who already has a book of business?

Susan E., Milwaukee, WI

Dear Susan:

It’s important to realize that we are in a sales profession. Individuals who do well in the staffing and recruiting profession are usually over-achievers who have done well throughout their life. If they have been an over-achiever for someone else, chances are they will also be an over-achiever for you.

I hire individuals who have sales experience, a track record of success and who want to sell. I find that individuals who have hotel, retail, and outside sales experience do very well in our profession. Actors and actresses also make great recruiters because they are excellent at improv. I also like to hire individuals who have successfully competed in sports because they are open to being coached. Write a job description, set up minimum standards, write specific expectations, and develop a hiring process. You can’t make someone a top producer in our profession, you hire them.

Barbara J. Bruno, CPC, CTS

Would you like to Ask Barb a question? Email her at Each month in The Fordyce Letter print edition, Barbara Bruno answers questions from individuals in the Recruiting Profession. We will bring you some of these Q&A responses from Barb each week on

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