Business XL published an article on the
way recruitment companies do business and the fact that their attitude
towards growth was just a numbers games with little creativity or
consideration going into the real service they provide their customers.
It boiled down to targets for CVs sent to clients being prioritised
over offering a quality service. The thing is though, this isn’t
isolated to the recruitment sector. It’s a fundamental problem with
most sales operations that are targeted to deliver results to the
business or employer.

Selling, it seems, has become a complex mix of tactics used to
manoeuvre a client into a position where they must buy from the seller.

From a bag of sales tricks is pulled a slick and pointy tool to push
clients down the snakes instead of walking them up the ladders.

Rarely does it create the kind of loyalty and understanding built on
trust, rapport and commitment to service that really excites buyers and
turns them into rabid champions for the business.

Short-term, desperate, eat-today-and-forget-about-tomorrow solutions
seem to be the order of day in both society and business, but when was
a war ever won on those principals, or a massive project completed on
time and on budget?

So, lets stop focusing on numbers and the latest sales trick and
take a good hard look at priniciples and how they are being applied to
the business, its staff and the customers it serves.