{"id":12789,"date":"2023-03-06T11:47:25","date_gmt":"2023-03-06T10:47:25","guid":{"rendered":"https:\/\/www.tool4staffing.com\/?p=12789"},"modified":"2026-03-25T15:55:11","modified_gmt":"2026-03-25T14:55:11","slug":"dans-un-contexte-de-penurie-des-talents-faut-il-etre-un-bon-commercial-pour-etre-un-bon-recruteur","status":"publish","type":"post","link":"https:\/\/staging.tool4staffing.com\/?p=12789","title":{"rendered":"Dans un contexte de p\u00e9nurie des talents, faut-il \u00eatre un bon commercial pour \u00eatre un bon recruteur ?"},"content":{"rendered":"\t\t<div data-elementor-type=\"wp-post\" data-elementor-id=\"12789\" class=\"elementor elementor-12789\" data-elementor-post-type=\"post\">\n\t\t\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-8188c86 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"8188c86\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-ed15ddf\" data-id=\"ed15ddf\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-722f60b elementor-widget elementor-widget-html\" data-id=\"722f60b\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"html.default\">\n\t\t\t\t\t<iframe name=\"Ausha Podcast Player\" frameborder=\"0\" loading=\"lazy\" id=\"ausha-NGQC\" height=\"220\" style=\"border: none; width:100%; height:220px\" src=\"https:\/\/player.ausha.co\/index.html?showId=rwA4eS3l00Lk&color=%23181868&podcastId=egD84Hm3w55Z&v=3&playerId=ausha-NGQC\"><\/iframe><script src=\"https:\/\/player.ausha.co\/ausha-player.js\"><\/script>\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-86ccc79 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"86ccc79\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-2d5e412\" data-id=\"2d5e412\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-00106af elementor-widget elementor-widget-text-editor\" data-id=\"00106af\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Si pendant longtemps, le m\u00e9tier de recruteur consistait avant tout \u00e0 \u00e9valuer des candidatures, la discipline a bien chang\u00e9. Les entreprises doivent d\u00e9sormais aller chercher les candidats, leur vendre le poste, et les convaincre de s\u2019engager dans un processus de recrutement.&nbsp;<\/p>\n<p><\/p>\n<p>Et pour faire tout \u00e7a, il n\u2019y a pas de secret, les recruteurs doivent d\u00e9velopper de nouvelles comp\u00e9tences. Des comp\u00e9tences qui s&rsquo;\u00e9loignent des comp\u00e9tences RH classiques, et qui se rapprochent dangereusement des comp\u00e9tences commerciales !<\/p>\n<p><\/p>\n<p>Mais quelles sont plus pr\u00e9cis\u00e9ment ces nouvelles comp\u00e9tences ? Faut-il d\u00e9sormais avoir la fibre commerciale pour \u00eatre un bon recruteur ? La r\u00e9ponse dans cet article.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-b3c92ba elementor-widget elementor-widget-heading\" data-id=\"b3c92ba\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Comment la p\u00e9nurie des talents change la donne du recrutement<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-02d9d72 elementor-widget elementor-widget-text-editor\" data-id=\"02d9d72\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>On ne vous l\u2019apprendra pas, les entreprises peinent de plus en plus \u00e0 recruter. Selon les <a href=\"https:\/\/dares.travail-emploi.gouv.fr\/sites\/default\/files\/7589152a43cd628b785675b80dc4e104\/2022-09%20DR%20Tensions%20%287b%20septembre%202022%29.pdf\">chiffres de la Dares publi\u00e9s en septembre 2022<\/a>, 7 m\u00e9tiers sur 10 \u00e9taient en tension forte ou tr\u00e8s forte en 2021 dans l&rsquo;Hexagone. Ces tensions augmenteraient d\u2019ailleurs dans pratiquement tous les m\u00e9tiers et particuli\u00e8rement dans ceux du b\u00e2timent, de l\u2019industrie, ou de l\u2019informatique et des t\u00e9l\u00e9communications.<\/p><p>\u00a0<\/p><p>Bref, les entreprises ne peuvent plus se contenter de poster leurs annonces et d\u2019attendre que les candidats postulent. Exit le fameux \u201cPublish and Pray\u201d ! Les entreprises doivent adopter une d\u00e9marche proactive, en entrant en contact avec des candidats potentiels, et notamment des professionnels d\u00e9j\u00e0 en poste. C\u2019est tout l\u2019enjeu des strat\u00e9gies de sourcing de talents.<\/p><p>\u00a0<\/p><p>Le recrutement est donc entr\u00e9 dans une nouvelle \u00e8re. Et qui dit nouvelle \u00e8re, dit nouvelles m\u00e9thodes, nouveaux outils, et bien s\u00fbr, nouvelles comp\u00e9tences.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-cc7be74 elementor-widget elementor-widget-heading\" data-id=\"cc7be74\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Un bon recruteur doit d\u00e9sormais savoir appliquer des m\u00e9thodes commerciales<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-ebf396d elementor-widget elementor-widget-text-editor\" data-id=\"ebf396d\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Certains disent qu\u2019il faut traiter les candidats comme des clients. Nous pensons plut\u00f4t qu\u2019il faut les traiter comme des prospects ! Or la prospection est un art d\u00e9licat, une science complexe, qui requiert \u00e0 la fois du savoir-faire et un sens accru des relations interpersonnelles.\u00a0<\/p><p>\u00a0<\/p><p>Si on d\u00e9compose le process de sourcing :<\/p><p>Le recruteur doit savoir d\u00e9finir son persona cible, et se mettre dans sa peau pour comprendre son besoin et sa psychologie.<\/p><p>Il doit savoir prendre contact avec les candidats identifi\u00e9s, en misant sur des accroches impactantes et personnalis\u00e9es, ainsi qu\u2019un message efficace.<\/p><p>Il doit savoir \u201cvendre\u201d le poste, en mettant en avant l\u2019entreprise, en travaillant une v\u00e9ritable proposition de valeur, et en levant les potentielles objections du candidat.<\/p><p>Enfin, le recruteur doit savoir \u201ccloser le deal\u201d avec les candidats qui arrivent au terme du processus de recrutement, en leur faisant une proposition adapt\u00e9e, et en prenant en charge les \u00e9ventuelles n\u00e9gociations.<\/p><p>\u00a0<\/p><p>Quelles sont donc les comp\u00e9tences pour faire tout \u00e7a d\u2019une main de ma\u00eetre ? L\u2019empathie, la capacit\u00e9 d\u2019\u00e9coute, la pers\u00e9v\u00e9rance, la force de persuasion, le sens de la n\u00e9gociation\u2026\u00a0 vous les avez reconnues ? Et oui ce sont toutes les comp\u00e9tences d\u2019un bon commercial.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<section class=\"elementor-section elementor-inner-section elementor-element elementor-element-7562c833 demo-block elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"7562c833\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-inner-column elementor-element elementor-element-46420eff\" data-id=\"46420eff\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-409007a5 elementor-widget elementor-widget-text-editor\" data-id=\"409007a5\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p><strong>Essayez-nous gratuitement<\/strong><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-69cf6882 elementor-widget elementor-widget-button\" data-id=\"69cf6882\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"button.default\">\n\t\t\t\t\t\t\t\t\t\t<a class=\"elementor-button elementor-button-link elementor-size-sm\" href=\"https:\/\/staging.tool4staffing.com\/demande-de-demo-tool4staffing\/\">\n\t\t\t\t\t\t<span class=\"elementor-button-content-wrapper\">\n\t\t\t\t\t\t\t\t\t<span class=\"elementor-button-text\">Essayez gratuitement<\/span>\n\t\t\t\t\t<\/span>\n\t\t\t\t\t<\/a>\n\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<div class=\"elementor-element elementor-element-fa53bf8 elementor-widget elementor-widget-heading\" data-id=\"fa53bf8\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"heading.default\">\n\t\t\t\t\t<h2 class=\"elementor-heading-title elementor-size-default\">Un bon recruteur, c\u2019est un bon commercial, mais pas seulement\u2026<\/h2>\t\t\t\t<\/div>\n\t\t\t\t<div class=\"elementor-element elementor-element-3944b6e elementor-widget elementor-widget-text-editor\" data-id=\"3944b6e\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p>Un bon recruteur doit donc incontestablement appliquer des techniques commerciales, et donc avoir les comp\u00e9tences d\u2019un bon vendeur. Sauf que ce n\u2019est pas tout. Un bon recruteur doit aussi avoir les comp\u00e9tences d\u2019un bon marketeur.<\/p><p>\u00a0<\/p><p>Et oui, car en plus de miser sur des actions de sourcing pour aller chercher les meilleurs candidats, le recruteur doit aussi :<\/p><p>Travailler \u00e0 la construction d\u2019une marque employeur, ou comme nous aimons la d\u00e9signer, d\u2019une \u201cmarque recruteur\u201d attractive<\/p><p>Optimiser l\u2019exp\u00e9rience candidat, qui est d\u00e9sormais la cl\u00e9 de vo\u00fbte du process de recrutement<\/p><p>Concevoir et lancer des campagnes de talent acquisition pour cibler un large volume de candidats<\/p><p>\u00a0<\/p><p>Le recruteur d\u2019aujourd\u2019hui est donc un vrai mouton \u00e0 cinq pattes, nous direz-vous. Et bien oui on ne vous contredira pas l\u00e0-dessus. Un bon recruteur doit avoir des comp\u00e9tences relativement \u00e9clectiques.\u00a0<\/p><p>\u00a0<\/p><p>Heureusement, pour tout \u00e7a, les recruteurs peuvent d\u00e9sormais s\u2019appuyer sur des outils d\u00e9di\u00e9s. Chez Tool4staffing, nous avons cr\u00e9\u00e9 un Talent Prospecting Software qui permet aux entreprises de r\u00e9inventer la relation avec leurs candidats, et d\u2019engager ainsi les meilleurs talents. Et ce, gr\u00e2ce \u00e0 :<\/p><p>Des modules d\u2019acquisition multi-canaux pour automatiser votre chasse sur les CVth\u00e8ques et les r\u00e9seaux sociaux<\/p><p>Des fonctionnalit\u00e9s d\u00e9di\u00e9es \u00e0 la fluidification de vos qualifications et entretiens, avec par exemple un chatbot<\/p><p>Une plateforme de recrutement collaborative pour communiquer efficacement avec vos \u00e9quipes en interne et avec les candidats<\/p><p>Un outil bas\u00e9 sur l\u2019intelligence artificielle pour exploiter plus facilement votre base candidat<\/p><p>Et bien plus encore !<\/p><p>\u00a0<\/p><p>D\u00e9couvrez notre solution, et devenez ce fameux recruteur mouton \u00e0 cinq pattes, qui s\u2019appuie \u00e0 la fois sur des m\u00e9thodes commerciales et sur des techniques marketing pour contrer la p\u00e9nurie des talents et embaucher les meilleurs candidats.<\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<section class=\"elementor-section elementor-top-section elementor-element elementor-element-caed732 elementor-section-boxed elementor-section-height-default elementor-section-height-default\" data-id=\"caed732\" data-element_type=\"section\" data-e-type=\"section\">\n\t\t\t\t\t\t<div class=\"elementor-container elementor-column-gap-default\">\n\t\t\t\t\t<div class=\"elementor-column elementor-col-100 elementor-top-column elementor-element elementor-element-5f245ce\" data-id=\"5f245ce\" data-element_type=\"column\" data-e-type=\"column\">\n\t\t\t<div class=\"elementor-widget-wrap elementor-element-populated\">\n\t\t\t\t\t\t<div class=\"elementor-element elementor-element-7e2647a elementor-widget elementor-widget-text-editor\" data-id=\"7e2647a\" data-element_type=\"widget\" data-e-type=\"widget\" data-widget_type=\"text-editor.default\">\n\t\t\t\t\t\t\t\t\t<p><em>&#8211; R\u00e9dig\u00e9 par Ingrid de Chevigny<\/em><\/p>\t\t\t\t\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"<p>Si pendant longtemps, le m\u00e9tier de recruteur consistait avant tout \u00e0 \u00e9valuer des candidatures, la discipline a bien chang\u00e9. Les entreprises doivent d\u00e9sormais aller chercher les candidats, leur vendre le poste, et les convaincre de s\u2019engager dans un processus de recrutement.&nbsp; Et pour faire tout \u00e7a, il n\u2019y a pas de secret, les recruteurs doivent [&hellip;]<\/p>\n","protected":false},"author":17,"featured_media":12794,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"inline_featured_image":false,"footnotes":""},"categories":[183,20],"tags":[],"class_list":["post-12789","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-inspirationnel-fr","category-carte-blanche"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v28.5 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Faut-il \u00eatre un bon commercial pour \u00eatre un bon recruteur ?<\/title>\n<meta name=\"description\" content=\"Un bon chasseur de t\u00eate est un 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