Managers Must Teach Fishing

Dear Barb:

I’m managing a team of five recruiters, but I’m still responsible for my own production. Most of my day is spent answering questions, making matches and hand-holding my recruiters. I can’t stop helping them because without my help we would not hit goals.

My owner only cares that goals are reached, but I don’t know how much longer I can carry the office or work the hours I’m working. I like the override I’m getting paid, but I could actually make more money if I only focused on my production.

Should I walk away from being a manager?

Joe D.
Topeka, KS

Dear Joe:

Most top producers don’t enjoy management for the reasons you’ve listed above. Your decision depends on your long-term goals. You are functioning as the “brain” for your team which is why they are not producing on their own. When someone asks you a question, your answer should always be, “What is your solution?”

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The next question is, “What did you consider to get to that solution?” You then either agree or provide them with another option. Too often, it is your lowest producer that asks the most questions to stay off the telephone.

I’m sure you’ve heard if you give someone a fish they eat for a day. If you teach them how to fish they eat for a lifetime. You need to teach your team how to fish, if you decide to remain in management. Close your open door policy during prime time, unless it involves a close.

You can’t carry your office on your back. That will eventually limit the growth of your office. Sit down with your owner and make the decision that will make you the happiest. That is when you will do your best work!

Barbara J. Bruno, CPC, CTS

Barb Bruno, CPC, CTS, is one of the most trusted experts, speakers, and trainers in the Staffing and Recruiting Professions. If you want to receive FREE training articles from Barb, sign up for her NO BS Newsletter! Barb has spent the last twenty years focused on helping Owners, Managers, and Recruiters increase their sales, profits, and income.

Her Top Producer Tutor web-based training program jumps-starts new hires and takes experienced recruiters to their next level of production. Barb's cutting-edge program, Happy Candidates, provides you with a Customized Career Portal in less than 10 minutes. Happy Candidates allows you to help the 95% of candidates you don?t place and eliminates the greatest time waster in your business.

If you'd like to contact Barb, call (219) 663-9609 or email


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