The Journey Podcast

Kelly Usher, Why Agency Recruiting Is Sales Through and Through

Episode Summary

Kelly Usher didn’t start out planning to work in recruiting. Her path took her from dance and entrepreneurship into logistics, internal talent acquisition and, eventually, third-party recruiting with the Journey Recruiting team. In this episode, Kelly talks about what changes when you move from recruiting inside one company to representing multiple clients and candidates. She shares why agency recruiting is sales through and through, how she earns trust with different decision-makers, and why some of the skills that worked internally had to be relearned in a third-party setting. Kelly and Will also get into candidate coaching, client communication, managing expectations and knowing where to spend your time when every search is moving at a different pace. If you work in recruiting, lead a team or are hiring in freight, this conversation gives you a look at what strong recruiting work requires on both sides of the table.

Episode Notes

Kelly Usher didn’t start out planning to work in recruiting.

Her path took her from dance and entrepreneurship into logistics, internal talent acquisition and, eventually, third-party recruiting with the Journey Recruiting team.

In this episode, Kelly talks about what changes when you move from recruiting inside one company to representing multiple clients and candidates. She shares why agency recruiting is sales through and through, how she earns trust with different decision-makers, and why some of the skills that worked internally had to be relearned in a third-party setting.

Kelly and Will also get into candidate coaching, client communication, managing expectations and knowing where to spend your time when every search is moving at a different pace.

If you work in recruiting, lead a team or are hiring in freight, this conversation gives you a look at what strong recruiting work requires on both sides of the table.

TAKEAWAYS:

• Internal recruiting vs. third-party recruiting
• Getting to know each hiring decision-maker
• Building trust with candidates and clients
• Why recruiting is a sales job
• Coaching candidates through the hiring process
• Managing client expectations
• Knowing when to push and when to give a search time
• Working efficiently across multiple searches
• Kelly’s experience with the Journey Recruiting team

CHAPTERS:

00:00 Meet Kelly Usher
01:04 From dance and entrepreneurship to logistics
02:27 Finding recruiting
03:47 Internal vs. agency recruiting
05:39 What Kelly had to unlearn
07:29 Earning trust with clients and candidates
09:32 Communication and hiring decisions
12:38 Coaching candidates and clients
15:30 Managing time across searches
19:42 Building trust in freight
22:02 Kelly’s experience with the Journey Recruiting team
23:34 Closing

Connect with Kelly:
LinkedIn: https://www.linkedin.com/in/kelly-usher/
Kelly@journeydelivers.com

Work with the Journey Recruiting team:
journeydelivers.com