Gabby Gallo, Director of Surgical Services at the Worcester, MA office, worked as a bartender and insurance agent prior to joining Barton Associates. She became fed up with the long hours, capped commission, and limited time-off. As a recruiter with Barton, Gallo now works manageable hours, has the ability to grow her gross pay annually, and can go on vacation whenever she wants.
“The best part is that here at Barton there’s no cap on salary,” says Gallo. “You also get salary raises every year [when] you hit your goals, and I’ve hit my goals every year. What company can you work at that you’re able to make 40k plus more every year? It’s unheard of!”
In the short time since her hire, Gallo has blossomed into one of the companies’ top sales people. She says Barton has afforded her the opportunity to buy a beautiful home, a luxury car, and two canine companions.
“I really wish I would have found Barton right out of [college],” said Gallo. “I wouldn’t have been struggling for so long, and I would have been able to get all these things sooner. Barton has allowed me to live the life I never imagined.”
In addition, Gallo took advantage of her newfound flexibility by proposing to her partner on a weekend trip to Paris in November.
As the story goes, Gallo said she, her partner, and a few friends purchased concert tickets to a venue in Paris one night. “The next morning reality set in and we went to cancel the flights,” said Gallo. “After realizing we couldn’t, I just turned to Danielle and said, ‘well I guess we’re going to Paris a weekend next month.’”
Gallo took the chance to arrange a proposal, and three weeks later, she was down on one knee in front of the Eiffel Tower. “It was perfect… I took her to a Michelin star restaurant that night that we absolutely loved. I remember that night thinking ‘wow I made it, this is what I work hard for.’ Barton has made it possible for me to fully enjoy life to the fullest, even if that means taking weekend trips to Paris,” said Gallo.
For nearly five years, Gallo has been excelling at recruitment with Barton. The former Becker basketball coach started as an entry level staffing consultant in 2018, and is now revealing parts of the game plan she used to climb the corporate ladder.
“You have to WANT to be good at this job, most of it is effort,” said Gallo. “Take the risk and take the time. This does not happen overnight.”
According to Gallo, to succeed as a recruiter, much of your effort should go towards relationship building. Before you even pick up the phone, acclimate yourself to the place, and people you are working with.
“In an industry where turnover is inevitable- building relationships within your team is vital,” says Gallo. “You are with these people more than you are at home, you should try to get along with them. It will push you because you don’t want to disappoint your friends.”
Like most recruiters, Gallo has seen periods of success and ‘failure’ over the last five years. About three years ago, before becoming a sales star, Gallo failed to close several substantial deals in one day. She was about to call it quits, but Gallo said instead of scolding her or accepting her resignation, her superiors took her out to lunch to talk things out. Managers at Barton have all been in your shoes, and understand the ups-and-downs of the business.
“I really think the training and leadership here at Barton is key to my success. Especially my managers Colleen and Vanessa, they are some of the most caring genuine people and I am proud to work for them…They make me feel like a friend and I’m not just a number,” said Gallo.
That ‘failure’ three years ago, according to Gallo, is an example of why you should “cherish every moment you have with your managers… I ended up staying because of that gesture and here I am 3 years later,” said Gallo. “I ended up getting all [the] deals back in a month.” Recruiting is a difficult role, but Gallo says the payoff is well worth it.
“This job isn’t easy, but it’s rewarding. You’re going to have to put the effort in, but the return is great,” said Gallo. “Everyone here is given the same opportunity, and the one thing I really like about Barton is the extensive training. You go through around a 6 month training process where you literally learn everything you need to know. I came here not knowing what a suture was, and now I could tell you what radial artery harvesting is, funny to think about that.”
According to Gallo, it is also crucial to connect with your providers by getting to know their spouse, kids, hobbies, and sharing information about yourself. Doing so can play a role in their decision to use you in the future.
For example, a locum you work with is deciding which position, place, or pay is the best choice for them. The competition may be offering a location or package that you can’t, but due to the positive relationship you’ve formed with your locum, they want to remain with Barton, and keep you as their recruiter. This, according to Gallo, is called locum leverage, and you should use it to your advantage.
“Don’t be overly professional and overly awkward, just be nice and yourself,” says Gallo. “I think the backbone to any sales is relationships. I am a big people person and I have made so many long lasting relationships with locums, as well as the people I work with.”
Ultimately, Gallo says succeeding in a recruiter role is about finding what works for you, and then setting and achieving goals. “This is a phone job, it’s for some people and it isn’t for others. For me it’s PERFECT,” said Gallo. “Growing up they used to call me Gabbing Gabby, no wonder I’ve done so well here.”
Gallo encourages any new, or prospective recruiters out there to “go for it,” and says to “trust the process, you have to build your base, it takes time.”
Barton’s Best highlights the impressive accomplishments made by our staff across all nine offices. Interested in building a career like Gabby Gallo? Want someone like her to help you navigate your next assignment? Check out our available positions, or fill out a contact form today!
