My team has very inconsistent production I actually blanked two months. In our niche, it can take anywhere from six to eight weeks for a deal to close. How can I manage my team to produce consistently when our hiring process is long? My team is convinced it is reasonable to have one good month followed by a flat or blank month and I need to turn this around.Marsha L. San Jose, CA
The length of your hiring process should not prevent your team from attaining consistent production. It’s important that you know individual stats and manage your team by numbers not emotion. The most important number to monitor is the sendout to placement ratio. How many candidates do they send on a first interview before someone is actually hired? The key to consistent production is attaining the daily results needed in order to ensure they consistently hit or surpass goals.
When they are having a good month, most of their time is spent presenting existing job orders, checking references, prepping, debriefing, and closing. As a result, there is little or no time spent on the basics including recruiting and marketing. This can result in inconsistent production. If you know individual stats and ensure your team is attaining daily results (with no exceptions) they will become consistent producers.
Everyone who works for you can produce more and become a consistent producer. They will only make changes necessary in the way they work their desk for their reasons, not yours. Each person on your team should write down 10 non-negotiable goals they want to achieve in all areas of their life. Then write down five dated action items. When they complete their action items their goal will be achieved. Ask them to post these goals by their telephone so they can see them as they work. These goals also give you great insight where to focus contests or incentives to help keep them motivated.
If your team does not have written goals with dated action items, chances are their goals will become like last year’s resolutions, and we all know how quickly those are not achieved.
Barbara J. Bruno, CPC, CTS