Recruiters need to adapt training programmes to an economic downturn, according to a recruitment sales training expert.

Speaking at a Sales Breakfast club this week, Andy Preston, founder of sales performance training company Outstanding Results, said that most recruitment training was based on the market of a decade ago and not addressing an economic downturn.

Preston said: “Whilst the basic skills of the job haven’t changed, when it comes to the attitude and skills required to bring in new clients, the average recruiter is often found wanting. With the market conditions changing, consultants are finding themselves poorly equipped when it comes to new business sales skills. And when this is mentioned to management, it only seems to encounter resistance, as management continue to insist that ‘their way is best’, even in the face of evidence to the contrary.”