The 100 Point Sheet: This monitoring device was created by a recruiting firm owner who possessed advanced college degrees in mathematics and computer science and wanted to objectively measure a very subjective business. He wanted to insure that his recruiters would ultimately be successful.
He awarded more points for the activities that were central to making a placement:
- A marketing attempt was given 1 point.
- A marketing presentation was given 1 point.
- Matching calls (where a job order pre-existed) to either the hiring manager or the candidate were given 3 points.
- Sendouts were awarded 15 points, etc.
This formula has been modified over the years, but the intent is still the same.
The 100 Point Sheet is designed to show you where you are at any given point during the day. For instance, if it is lunchtime and you have 50 points or more, you are doing well. If, on the other hand, you only have 25 points, then you didn’t have a good morning and you had better kick it up a notch in the afternoon to make up the deficit. The idea is that if you attain over 100 points per day (and your ratios are normal) then you will make placements. If not, then you won’t. Simple as that!
One of the obstacles that we all face in this business is that we sometimes get so caught up in the ancillary tasks during our day (long strategy sessions, figuring out who to call next, entering information into our recruiting database, chasing the same person all day long, etc.) that we miss the tasks that are central to making a placement, i.e., action calls and sendouts. Don’t be afraid to use recruiting software to eliminate the minutiae so that you don’t get lost.
This sheet also allows you to feel rewarded even when you didn’t make a placement (not usually a daily occurrence in recruitment) as long as you reach and/or exceed the century mark. Like any good map, this system forces you to stay on target.
I promise you it works! It does measure performance, so don’t use it if you are afraid of being measured. But without benchmarks your job becomes more like a game of golf with no scorecard or a game of football with no final score. That’s pointless, isn’t it?
In the words of one of our legendary managers, “Inspect what you expect.”
— — —
Bob Marshall of TBMG International, founder of The Marshall Plan, has an extensive background in the recruiting industry as a recruiter, manager, vice president, president, consultant, and trainer. In 2016, Marshall is celebrating his 36th year in the recruiting business. He can be reached at firstname.lastname@example.org or at 770.898.5550. Marshall’s website is www.themarshallplan.org.