Sourcing is a hunting business and recruiting is a selling business.
Good hunters and good salespeople are driven by a strong desire for success and a powerful fear of failure. They love adventure, status and money.
To get them excited you have to put them in a challenging situation. In terms of salary that means a small draw and good commissions. Plus quarterly bonuses for performance.
Results would be measured by: number of placements completed; number of high-impact placements; opportunity-hires placements, hard-to-find candidates placements; and creativity in finding new methods to recruit candidates without increasing expenses.
HR compensation structures don't do this.
Based on Kenneth Forrester
