Recruiters CAN improve their production. They do it all the time. Would you like to improve your production, level of success, and income? I don’t know many individuals who wouldn’t. Wanting something to happen, unfortunately, does NOT guarantee your results are going to improve.
You need to observe, analyze, and alter what you are currently doing if you want different results. You also have to expect better results. People who are big billers in our profession expect to become more successful with each passing year.
Often, you don’t identify problems because you are too close to them. That is the case with the current way you conduct yourself at work each day. Your desk is a profit or loss center depending upon your production.
You received training when you entered the recruiting profession. When you receive intensive training, many times you retain only 5% of the training. Many of your current skills were developed by doing on-the-job training, and you began to develop your own work habits. You often stopped doing some of the things that worked for you and you also developed bad habits.
Take time to review the way you are currently doing things. This is how recruiters can improve their production:
Planning
Do you plan all of your outgoing calls every evening before you leave work? If not, list the six things closest to money each evening and make a commitment to complete them the next day. No matter what happens, you need to get those six things done before you leave your office. You also need to list the six things closest to the money that you will commit to accomplish the following day.
Weekly Review
Each Friday, take time to review what you have accomplished that week. Review your numbers and ratios and make sure you are keeping accurate stats. List what went right, what went wrong, and what you did and did not achieve.
Pay special attention to the number of send-outs you booked. My definition of a send-out is having a candidate in front of a decision maker in a first interview.
Visual Aid
Each month, create a sheet that contains the following:
- Your goal for the month
- Three (3) things you will do to attain that goal
- What you will purchase for yourself if you hit your goal
- A consequence for not attaining your goal
Monthly Review
- List the clients that did not provide results this past month.
- List the candidates who are wasting your time.
- Stop representing those clients and candidates and focus on the ones where you have the best chance of production.
Time Study
- Review how you are utilizing your time.
- If you are answering emails all day long, STOP!
- If you are taking incoming status calls from candidates all day long, STOP!
- Segment your day so that you can focus on results-oriented activity during “prime time.”
- Conduct courtesy interviews.
- Take incoming candidate calls from 4 p.m. to 5 p.m.
- Ask for a one-third engagement fee from clients not providing results.
- Only work job orders that have interview times and target dates to fill.
Review Your Work Area
Step back and look at your work area. Could someone else work your desk if you were not able to work for the next four weeks? Clean out the drawers, the floor, and the top of your desk so you can work more efficiently. Follow systems so your co-workers don’t have to search for files.
If you are not utilizing a Send-Out Hot Sheet, then you need to start using one. Put these sheets on a clipboard, and you will be able to accurately predict your production. To receive a copy of the Send-Out Hot Sheet, send your request to support@staffingandrecruiting.com.
Write and Review Your Goals Often
Have your non-negotiable goals with action steps posted where you can see them. Make sure you are checking off the action steps you have accomplished. Share these goals with your owner or manager.
When you’re in the recruiting and staffing profession, it’s the next-best thing to owning your own business. Business owners are always taught to work on, not in their businesses. If you want your profit and loss center to become a successful profit center, it is important for you to conduct these reviews so you can make changes to increase your profits and earnings.
Recruiters can improve their production, and if you’re a firm owner, your recruiters can improve their production!
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Barb Bruno, CPC/CTS is a guest writer for the Top Echelon Recruiter Training Blog, and you can hire her for your next conference or event or for in-house training. Barb’s training techniques have guided thousands to a higher level of sales and profits. She is best known for her methodical, easy-to-implement strategies that she shares with her audiences. Her enthusiasm is contagious! If you would like to hire Barb, please call 219.663.9609, email support@staffingandrecruiting.com, or visit Good as Gold Training online.