“Don’t let it end like this. Tell them I said something.” -Pancho Villa (1877-1923), last words In everyone’s mind there is a film quietly running. In this film, we see the version of our best self. In this film, we are the hero of the story. We are wise, we are witty and we are powerful. We always know what to say and do. It really is a wonderful and inspiring story. It’s too bad it’s all fantasy. I can confidently say that no recruiter in our firm has ever failed for lack of training. They all know what they should do. Recruiters who fail in our company, most often do so because they know what to do and yet do something entirely different. Let me give you a real example. Recruiters in our firm are trained on debriefing candidates after interviews and provided with a debrief form with scripting included. They all know, like they know how to breathe, that at the end of every debrief they should ask: “So money aside, if they offer you the job will you accept?”… Read more