Commit to Your Daily Numbers and You’ll See Better Results

Dear Barb:

For several months my production has been extremely inconsistent. I actually blanked two months. It takes anywhere from six to eight weeks for me to place a controller or CFO. How can I become more consistent when the hiring process takes so long?

Ed K.

Memphis, TN

Dear Ed:

The length of your hiring process should not prevent you from consistent production. It’s important that you know your individual stats. The most important number to monitor is your sendout-to-placement ratio. How many candidates do you send on a first interview before someone is actually hired? The key to consistent production is attaining the daily results you need in order to ensure you hit or surpass the goals you set.

When you are having a good month most of your time is spent presenting on 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 your individual stats and commit to attaining daily results (with no exceptions) you will become a consistent producer.

Barbara J. Bruno, CPC, CTS