You can Predict your 2007 W-2
Published on 15 Jan 2007 at 1:53 pm.
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Recruiters often refer to each month as a “CRAP SHOOT”, when they specialize in Direct Placement. On the other hand, Temp and Contract Recruiters enter each month knowing they have a certain amount of billing already on the board from long term assignments. Does that mean you can not predict your W2 for this year? Absolutely NOT!
Recruiting is a Sales Profession. Sales is a “NUMBERS” Profession. The smartest thing you could do today is to figure out your personal ratios which would include:
ON THE RECRUITING SIDE OF OUR SALE…
Recruiting Call to HIT, Hit to Interview, Interview to Send-Out, Send Out to Placement
ON THE MARKETING SIDE OF OUR SALE…
Marketing Call to Actual Presentation, Presentation to Job Order, Job Order to Fill
Once you know your Personal Ratios, you know exactly what RESULTS you need to achieve on a daily basis to hit your goals. I’m not talking about the NUMBER OF CALLS - I’m talking about the DAILY RESULTS you commit to, without exception.
I know many recruiters who work VERY HARD with no success…! Hard work does not guarantee PLACEMENTS. Working smart, focused on results (especially SEND-OUTS) is what DOES work!
Write down your income goal for 2007. Figure what production you would need to accomplish to hit your W-2 goal. Take each month and figure out how many WORKING DAYS there are in each month. Break your goals down quarterly, monthly, weekly and daily.
If you hit your RESULTS goals daily - you will earn the money you predict.
If you do not hit your goal in January - it does NOT get erased! You add the difference on to the Month of February. The only person you are cheating if you just erase the goals is YOURSELF! Write your W-2 Prediction down and put it in an envelop you give to your manager. Never lose your focus and chances are you will SURPASS whatever goal you set!
Here’s to a record W-2 for you in 2007.
Barb Bruno, CPC, CTS
