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TRANSCRIPT
YOUR JOB IS TO BOOK SEND-OUTS
Barbara J. Bruno, CPC, CTS
Recruiting has been, is and will always be a sales profession, regardless of your title. As in any sales profession, statistics can predict results.
The most important statistic I monitor is the send-out total. Each day when you arrive at your desk, you should be able to answer the question, “Where is my send-out today?” That is your reason for coming to work, to get your qualified candidates in front of decision makers.
To clarify my definition of a send-out:
This is an interview between a decision maker and candidate (either in person or by phone). This is not a submittal.
If those candidates don’t get in front of decision makers, nothing happens. Your mission is to match your candidates to the contracts or orders that provide you with the best chance of success.
Scheduling send-outs is where you need to focus most of your attention. You can predict your production by the number of send-outs you schedule, counting only first interviews.
Although my offices are totally automated, there is a Send-Out Hot Sheet attached to a clipboard on everyone’s desk. At a glance, I can tell if they are going to have a good or bad month. The mission is to fill those sheets with send-outs and send-outs arranged. This helps you remember candidates of your co-workers when you write a similar order. In addition, all the pertinent contact information is on the sheet which eliminates the endless hours of shuffling and searching we do when a client calls. A copy of this form is included in the Certification Study Guide.
The following are nine strategies to book more send-outs:
1. FOCUS WHERE YOU HAVE THE BEST CHANCE OF RESULTS
2. COMMIT TO SEND-OUT MINIMUM STANDARDS
3. ENCOURAGE INTERVIEW TIMES FOR ALL CONTRACTS AND ORDERS
4. PLAN FOR SEND-OUTS
5. KNOW YOUR MOST PLACEABLE CANDIDATES
6. BACK FILL CANDIDATES SCREENED OUT
7. WHEN IN DOUBT, SEND THEM OUT
8. PRIME YOUR CANDIDATES TO INTERVIEW
9. NETWORK TWENTY-FOUR HOURS A DAY
If you want to consistently become more successful, focus on increasing the number of send-outs booked each month. When you know your send-out to fill or send-out to placement ratio, you can actually predict your sales and income based on the number of send-outs booked.
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Questions?
For additional information, please contact [email protected]
or call Susan Donohoe at (703) 838-2050 ext.118.