Blog Content
Winning more deals, placing more candidates, having more long-term (profitable) relationships, and making more money, is a key goal for recruiters and leaders.
But often, the path to making a sale isn't smooth, straight, easy, or quick!
The whole point of tech is that it's supposed to help, not hinder recruiters.
BOOK YOUR FREE BULLHORN 4 SALES CONSULTATION
Sales Prevention or Enablement?
But, too much data, and not enough process or phone time is paralysing many recruiters. And many recruitment leaders are asking "why can't they just pick up the phone?"
As a recruitment leader / recruiter, you should be able to rely on your Bullhorn CRM to power productivity and sales pipelines.
But is Bullhorn really driving sales, or simply increasing costs?
Why does using Bullhorn for sales matter?
💪Recruiters that use their CRM effectively can improve sales by up to 29%. Plus, sales productivity increases by up to 34%, and sales forecast accuracy by 42%.
💞It costs 6x more to attract a new lead than to nurture one already in your CRM. Reaching out to warm clients already in your system isn’t just faster—it’s smarter for your bottom line.
😱Recruiters spend up to 64% of their time on non-selling tasks. Imagine Wednesday, Thursday, Friday being almost totally unproductive and not selling!
💸Leads nurtured via CRM systems make 47% larger purchases. Who knew that nurturing a contact means you sell more to them?
🔁80% of sales require 5+ follow-ups—but 44% of recruiters give up after 1. How many opps are not being converted due to a lack of resilience?
🎯CRM users are 3x more likely to hit their sales targets. Compelling, and the ultimate reason to engage with Bullhorn.
(Sources: Salesforce / Annuitas / Bullhorn)
In short: Using your Bullhorn CRM for sales is a winner!
But there's a catch! Perhaps your business doesn't feel that Bullhorn is the key to sales!
💩Only 30% of recruiter CRMs are considered “clean and current”. Is a lack of faith in your system driving costs up? Do you need more systems and data to tackle this lack of confidence / adoption / productivity?
How much is that costing your business?
BOOK YOUR FREE BULLHORN 4 SALES CONSULTATION
How Useful is Your Bullhorn CRM for Sales?
We asked recruiters to give us one word to describe how they feel about using Bullhorn for sales and they said...
Oh dear...
And this is why you are potentially reliant on systems outside of Bullhorn for sales - eg. LinkedIn / Job Boards etc...
Our Winning 3-Step TLC Strategy for Using Bullhorn to Make More Money
Changing how Bullhorn is perceived and used for sales is critical!
We help recruitment businesses weaponise their Bullhorn CRMs into clean, revenue-generating machines with a simple framework "TLC":
Train recruiters to use Bullhorn for sales, help them understand WIIFM? “What’s in it for me?”, and get them loving using Bullhorn to drive sales.
Legacy cleanse and activate: Find account management opportunities and create call lists based on existing data. Which leads already exist in Bullhorn that need re-activating?
Campaigns: Create engaging outbound campaigns to new / legacy data to generate call lists / leads.
No expensive tools. No time-zapping system overhauls. Just smart fixes that work with what you already have.
📍 Book a Free "Bullhorn 4 Sales" Consultation
I’d love to hear how you’re tackling improving sales with Bullhorn —and pay it forward with a free 30-minute call to share ideas and insights from the 1000s of recruiters we've work with.
Identify quick-wins
Share smart tools and automation options
Whether your recruiters and resourcers struggle with account management, spotting and nurturing leads, speedy placements, we can help you build a practical, profitable, recruiter-friendly fix.
Ready to give your Bullhorn and recruiters some TLC, and get Bullhorn driving sales?
BOOK YOUR FREE BULLHORN 4 SALES CONSULTATION
🚀 Why Now?
Because recruitment is too competitive to be slowed down by bad data, and unrewarding processes. The difference between making a placement and missing out is often just how quickly and accurately you can find and reach the right person.
If your consultants / resourcers are wasting time not converting or placing —or worse, avoiding your Bullhorn CRM altogether—this is your chance to fix it for good.
Bullhorn shouldn't be a necessary evil / nice to have / data dump - it should be a revenue generating business-critical recruitment system. Let’s get yours working the way it should.
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Lisa Jones
Blog
Vodcast: Rehumanising Recruitment ~ Recruiters Versus Tech
I recently had the absolute pleasure of sitting down with a true recruitment "myth and legend," Keith Southern.For those who don't know Keith, he was the seventh person to join Progressive - the company that eventually became the global powerhouse S3.With a career spanning back to the early 90s, he has seen it all: the highs, the recessions, and the technological revolutions.Today, Keith leads The Power Hive, a community of over 170 recruitment leaders dedicated to helping agency owners move from just working in their business to working on it.Over a speedy 19minutes, we dove deep into why the "old school" ways, coupled with data, automation, and AI, might actually be the key to every recruitment leaders' future.Beyond ROI: The Power of "Return on Effort"We started by discussing a concept close to both of our hearts: Return on Effort (ROE). In an industry obsessed with the next shiny recruitment tech tool, many recruitment leaders are accidentally building what we called "Frankenstein tech stacks" - collections of expensive tools and data that don't talk to each other and often create "integration debt" and more admin than they solve. (I call this "Admin Tax".)We talked about how many sales floors today are eerily quiet because recruiters are hiding behind CRMs and marketing tech instead of picking up the phone, and Kevin's ideas for:Using recruitment tech to free your consultants up to have more human conversations (and removing the "admin tax").Auditing your tech stack to see if you’re actually using what you’re paying for, or whether you're actually in "integration debt".Turning Old Data into GoldOne of the most striking parts of our conversation was about the "gold nuggets" sitting right under our noses. Your "old to gold" could be data, processes, tech, people...Keith argues that most agencies already have 95% of the data they need in their own CRM, yet they continue to spend a fortune on expensive external job boards and LinkedIn licenses.We discussed "rehumanising" the process by using technology to lift the heavy weights so that recruiters can focus on building resilience and genuine relationships.We chatted about how to:Preventing your recruiters heading straight to LinkedIn / Job Boards to resource instead of looking "back home" at your own database.Training your recruiters to master the fundamental tasks, like a perfect candidate interview prep, before moving to the next part of the process.Are You the Recruiter Your Website Says You Are?We ended with a challenge for the industry. Many agencies claim to be "at the heart of their sector" on their websites, but the reality is often a messy database and a reliance on reactive advertising. Keith’s advice for this year is simple: stop the abdication to technology and start driving your business with strategy again.This vodcast was a masterclass in recruitment leadership. Watch it to hear more about Keith's "war stories" from the S3 days and how to weaponise the data, systems, and people you already have.Ready to put the world to rights with us? Watch the full 19minute vodcast now.Bullhorn ATS / Analytics / Automation / AI RoIWe are Bullhorn experts set on helping ambitious recruitment businesses to increase speed and sales.We help you weaponise your people, data, time, and tech, so you can recruit and sell!Our Bullhorn Vision and Buddy service helps generate best-in-class processes, adoption, head space, and ROI.BOOK A FREE BULLHORN ROI CONSULTATION
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Lisa Jones
Blog
Are Hairdressers Putting Your Recruitment Business at Risk?
Many recruitment leaders I work with want their recruitment CRM to generate fees, but often recruiters are all too happy to jump back into spreadsheets, LinkedIn, notebooks and “going by memory” rather than use their CRM system properly. This blog is a quick 3-minute read to create some perspective and give you some ideas for a “CRMFirst” strategy.The above results in a nightmare for recruitment leaders who are looking to grow their business, become “GDPR-proof”, use AI, Analytics, and Automation to be more efficient and productive, and of course become more profitable.It above also results in a problem I call “Hairdresser Syndrome” – a term I’ve used for many years to describe a recruitment business that needs to get a grip on its processes and data to see real growth and ROI.(Note: I originally wrote this blog in 2018. Many years have passed and so much has happened to recruitment, but I've barely needed to update this content...)Do You Have a Recruitment Firm, or an Office Full of Desks For Rent?I have been with my hairdresser for 8 years. He knows my taste in magazines, some of my secrets and all of my roots. A few years ago he was based in a large salon in the city, where he rented a chair.The rest of the salon staff barely knew I was there, and I didn’t really notice them either – zero interaction. Perhaps if I was lucky my hair would be washed by one of the juniors. I’d pay the girl at the till on the way out, but my hairdresser was my only real contact at the salon.One day he very quietly commented that he was opening his own salon, and would I like to move with him? I bit his hand off – why wouldn’t I? I had no relationship with the salon. They kept no details on me, perhaps they didn’t even know I existed. Would they miss my business?For me, he was the salon.Are Your Recruiters Hairdressers?Can you see any similarities between your recruitment consultants and my hair dresser?They have exclusive relationships with the clients. Are you simply the “girl” taking my money at the till?Do they use stuff in your business, such as hair washers, tea makers, reception (IT, HR, Finance, Admin) that their fees contribute to, but that I am totally oblivious to?Are your consultants simply logging data at the point of sale to get the cash in but the juicy stuff which is about me, what I like, how I buy is in his/her head?If they left and took “clients” with them, would you know? And don’t forget you’ll only know what data they’ve taken and who’s migrated with them if they told you about these relationships in the first place.Even if you had the data on the client, would it be enough for you to continue the relationship going forward?Are your clients engaging with your business or the consultant? Are their loyalties to the brand or their perceived face of the brand, the consultant (the hairdresser)?I’m still seeing “30-second recruiters” who enter a candidate in the CRM just to place them and board the invoice. That may work for them in the short term, but they’re missing out on opportunities to be more effective and profitable whilst putting the business at risk.CRMFirst (Bullhorn1st): Hairdresser Prevention for Recruitment LeadersThis year needs to be about CRMFirst ~ Bullhorn1st ~ getting your candidates, clients and consultants addicted to your systems.It needs to be about data hygiene, recruiters building effective, retained relationships and recruitment firms focusing on effectiveness and growth.A CRMFirst (BullhornFirst) culture can create a valuable pool of great data that will put you ahead of your competition and create a hidden asset that your clients (and prospective clients!) want access to.Your recruitment CRM should be a USP – a unique selling point. Your recruitment software can be an addiction for your recruiters, your clients, candidates, and investors. All of which does the one job you bought it for – to make your life easier and make you more money.Swap the Salon Culture for CRMFirst Culture…Instilling a culture of data quality is challenging, but highly rewarding. Define the strategy, instil this into your culture and reduce the risk of bad data impacting the recruitment business.Get your recruitment consultants engaged with your system and train them on best practice so they understand why great recruitment process is profitable for them, as well as your business.📌Stop them from simply renting a desk.Once they can see and feel the benefits of following your processes (improving performance, profit, and ROI for themselves as well as the business) then your CRM can become a business growth tool, rather than an expensive data dump.Bullhorn ATS / Analytics / Automation / AI RoIWe are Bullhorn experts set on helping ambitious recruitment businesses to increase speed and sales.We help you weaponise your people, data, time, and tech, so you can recruit and sell!Our Bullhorn Vision and Buddy service helps generate best-in-class processes, adoption, head space, and ROI.BOOK A FREE BULLHORN ROI CONSULTATION
