By Barb Bruno
If you want to achieve consistent production, you need to know
exactly what results you need daily to consistently hit your
production and income goals. Results differ greatly from
recruiter to recruiter depending on the level of experience and
skill.
One of the greatest benefits of
our profession is that there is no limit to the income you can
earn. On the other hand, if you’re not successful you can earn
minimum wage. Hard work does not guarantee success, but a lack of
hard work definitely guarantees failure. It’s important to know
exactly where to place your efforts so that you achieve results.
Once you learn to understand
your individual numbers and ratios, you take the mystery out of
exactly what you need to do on a daily basis to succeed. Your
owner or manager will never come up to you and say, “You’ve made
enough placements or fills this month – you need to stop!”
If you talk to other sales
professionals, they know their numbers. Just ask someone in real
estate, insurance, retail or individuals who sell other type of
professional services. It always amazes me how many recruiters
don’t track their numbers and don’t know their ratios. Just
imagine how great it would be if you could arrive at work knowing
exactly what results you needed each day?
Let’s talk for a minute about
the most important numbers you need to keep. Obviously, there are
two sides to the placement process (Recruiting and Client
Development).
1. Sendout Arranged and
Sendouts
The most important
number to keep on both sides of our sale is the Send-Outs Arranged
and Send-Out totals. How many candidates do you send-out on an
interview with a hiring authority before someone is hired? For
this stat, you only count first interviews between a candidate and
a decision maker.
2. Recruiting
There are several stats
you need to track on this side of the Placement Process.
| |
Recruiting call to Hit
(someone sends you a resume) |
| |
Hit to
Interview (individuals you actually interview) |
| |
Interview to Send-Out
(how many of the candidates you interview get sent out on
interviews) |
| |
Send-Out to
Placement (Most important Stat to track) |
3. Client
Development
There are several stats you
need to track on this side of the Placement Process
| |
Marketing call to Hit
(write a Job Order) |
| |
Job Order to Fill (how
many job orders do you write before you fill one) |
| |
SOA to Hire (how many
send-outs do you arrange before a hire) |
Once you know your numbers and stats, you will know exactly what
results you need to generate to consistently hit your goals. It’s
not about the number of calls – it’s all about your personal
commitment to hit your results daily. If you do not hit your
results on a specific day, the difference is added to subsequent
days in the week. If you don’t give yourself a break, you will
never have a blank month and will enjoy consistent production.
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