ACHIEVE THE GOALS YOU SET!
Published on 7 Sep 2006 at 9:50 pm.
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The Recruiting Profession is a Sales Profession! It is “Feast or Famine,” it can be “Everything or Nothing,” you are “On Top of the World” or “Down in the Dumps!”
Many sales people will admit that their “mood” in general, is directly affected by the kind of month they are having at work. We are very competitive by nature and do no like to lose! It is true that our “numbers” are a direct result of things such as: Candidates, Clients, Co-Workers, Job Orders, The Economy, Market Trends, Politics, Family, Friends and THE WEATHER!
Having a bad month is miserable for both you and everyone around you! Blame is an easy way out of facing your own failures. But you need to take responsibility for everything that happens. BLAME is very disempowering!
My Sales team refers to themselves as the “Dream Team.” The main reason they were ALL so successful is because they set very specific GOALS and lived by those GOALS!
GOAL SETTING is PLANNING to SUCCEED! Everything in life requires planning.
In the Recruiting Profession, it is crucial to set both small and large goals.
The small goals were the specfic daily result goals. They were set, both as a team and as individuals, at the end of each day. The team goals were posted up where each team member could see them all day. Their personal goals were written on their individual planners. Again, their personal goals were in front of them as they worked.
Daily goals are great for three reasons.
First, it keeps everyone focused on the little things that add up to the big picture.
Second, it holds all Recruiters accountable for what they did with their day.
Third, it allows each Recruiter to celebrate on their daily results they accomplished.
Larger goals usually include the Team! We set our Monthly goal at a certain number.
Next, we asked each Recruiter what percentage of the Monthly they were willing to PRODUCE! This is where it got fun! This type of scenario happened every month. What a wonderful problem to have! For example, if Recruiter “A” said “$20,000” then Recruiter “B” would say “$23,000.” Recruiter “A” would follow up with “okay, I’ll do $25,000. Recruiter “C” didn’t really have a choice and might say “25,500.” When all was said and done, our Monthly Goal was way above what we set in the beginning.
The key to this type of Goal setting is making each Recruiter set their own goal! This adds accountability and builds their confidence. Top Producers thrive on the approval of others as well as attaining the personal goals they set. Of course the goals you have set as an office must be met by the total of the individual goals. When your team really becomes competitive, you will watch your office production records attain levels you never thought possible.
Just think for a minute, in 2005 there were over 45 recruiters in the United States who individually produced over $1 million. There is no limit on the goals we can set or attain in our amazing profession.
Nancy J. Phillips, CPC
