Ask Barb: Tracking Ratios – What and Why

Dear Barb:

Many greetings from South Africa!  Barb, the reason for my email today is that I’m stuck with a problem and I thought – who is the best person in the industry and always at the forefront of recruitment trends and your name came up.  I was hoping that I could pick your brain.  Here are my questions:

  1. What stats / ratios do you track for your consultants?
  2. Why do you track those specific stats / ratios?

Barb, I hope I’m not being to forward in asking these questions but am really hoping I can tap into your wealth of knowledge and expertise on this. Thank you very much in advance.

Theresa N., Johannesburg, South Africa

Dear Theresa:

It’s always nice to hear from you. These are the stats we monitor on a daily basis.  We track the stats so we can provide each individual recruiter with their ratios, most importantly:

  • Job order to Fill
  • Send-out to Placement

Once we know the ratios of our recruiters, together we discuss their income goals and then determine the results they need each day to hit their goals.  We don’t care about the actual number of calls they make as long as they hit their daily results.

For example:  If someone has a minimum daily standard to interview three new candidates and they only interview two on Tuesday, they have to make sure they interview four on Wednesday or Thursday.  Everyone in our office has different minimum daily results standards because they all have different individual ratios based on their abilities and experience.

This is from our prosperity planner:

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We also think it is good to determine goals in these areas for the month and for the recruiter to see their MTD (Month to Date Numbers).  It’s a daily reminder of where they are and where they need to be.

The most important number in my mind is the Send-out number.

They are all focused on booking send-outs which in our world is a candidate being interviewed by a decision maker.

Hope this information helps you.

Barbara J. Bruno, CPC, CTS

Would you like to Ask Barb a question? Email her at Each month in The Fordyce Letter print edition, Barbara Bruno answers questions from individuals in the Recruiting Profession. We will bring you some of these Q&A responses from Barb each week on

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 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's cutting-edge program, Happy Candidates, provides you with a Customized Career Portal in less than 10 minutes. Happy Candidates allows you to help the 95% of candidates you don?t place and eliminates the greatest time waster in your business.

If you'd like to contact Barb, call (219) 663-9609 or email


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