KNOW YOUR NUMBERS
By Barb Bruno, CPC, CTS
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 that will provide you with 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 i.e. Recruiting and Client Development.
SEND-OUTS ARRANGED & SEND-OUTS
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.
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)
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 consistently to 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.
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 Bruno, CPC, CTS 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 just released her cutting edge program Candidate Next Step (CNS) which provides you with a Customized Career Portal in less than 10 minutes. CNS turns the 95% of Candidate you Don’t Place into Passive Income and eliminates the Greatest Time Waster in your Business. If you’d like to contact Barb, call 219.663.9609 or Email support@staffingandrecruiting.com