『Why Has Recruiting Not Changed Since 1996?" with Matt Schalsey, CEO, PerfectHire』のカバーアート

Why Has Recruiting Not Changed Since 1996?" with Matt Schalsey, CEO, PerfectHire

Why Has Recruiting Not Changed Since 1996?" with Matt Schalsey, CEO, PerfectHire

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Matt Schalsey, CEO of PerfectHire, joins Desiree and Ashley to argue that recruiters are basically salespeople and the hosts don't fully let him off the hook. Matt built PerfectHire after getting laid off one too many times as a sales enablement leader and deciding the real problem wasn't him, or the hiring managers, or even most recruiters, it was the systems everyone was forced to work inside of. His answer: an ATS/CRM built around the idea that hiring a CFO and hiring a BDR should never run through the same workflow. The conversation gets into where the "recruiting is sales" comparison holds up and where it falls apart. Matt's case: recruiters prospect, negotiate, multi-thread, and carry quota pressure just like sellers do. Ashley's counter: recruiting is "sales plus ethics" recruiters are asking candidates to trust them with their family, their income, and their life, not just a purchase decision, and that changes what "closing" should even mean. Desiree lands in the middle, coming from a sales background herself but pushing back on flattening recruiters into a one-to-one sales analogy when the industry still can't reliably prove ROI the way sales can. From there the conversation moves into the real 1996 problem: vanity metrics like time-to-fill, ATS systems that quietly penalize candidates for reapplying, sourcing tools companies pay for when the answer was already sitting in their own database, and the industry-wide habit of treating recruiting as a cost-center line item instead of a revenue function because most talent teams were never taught to prove their impact in the first place. Matt also breaks down PerfectHire's shift toward Agency Plus a combined CRM/ATS/business development platform built specifically for agency and embedded recruiters who've been trying to force agency workflows into tools like Bullhorn or in-house ATS platforms that were never built for that model. In this episode: Why Matt thinks recruiters and salespeople are more alike than most recruiters want to admit Ashley's "sales plus ethics" framework — and where the sales analogy breaks down Why most companies still can't put a real ROI number on a hire The compliance nightmare of ATS platforms silently blocking candidate reapplications Why "time to fill" needs to die as a metric How PerfectHire's Agency Plus platform is built for agency and embedded recruiters specifically Why picking tech vendors as "partners" instead of "products" changes everything Resources & Links: PerfectHire: theperfecthire.co Agency Plus: getperfecthire.com/agency Matt Schalsey on LinkedIn: linkedin.com/in/matt-schalsey Talentless listeners get one free month of Agency Plus with code TALENTLESS Note: No Talent Outside the Box or Dum Dum of the Week this episode, Ashley had to duck out early for an emergency dentist appointment. She'll be back next week, tooth and all.
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