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The Fordyce Letter

Straight Talk for the Recruiting Profession

Articles tagged 'goals'

Ask Barb, Motivation

Personal Goals Lead to Consistent Production

Ask Barb

Dear Barb:

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

Dear Marsha:

The length of your hiring process should not prevent your team from

Ask Barb, Motivation

How Do I Motivate Them When I Can’t Motivate Me?

Ask Barb

Dear Barb:

Missed hearing you last year. I need my annual “Bruno fix” in order to stay motivated and enthusiastic which leads me to my question for you. How do you stay motivated and positive as an owner of a staffing and recruiting firm?

There are days when I just want to tell everyone around me to stop talking and go away. There are days when I don’t want to pick up the phone, so how do I motivate others to do what I don’t want to do? My team depends on me to motivate them and quite frankly I’m tired of motivating everyone else. I have three full-time jobs and I’m not enjoying any of them. How do I motivate myself daily, get off the hamster wheel and start hiring people who are not so dependent on me?

Dennis N., Sarasota, FL

Dear Dennis:

Your frustration is felt by many working owners in the staffing and recruiting profession. I remember once making a statement that I felt all my recruiters were attached to me by an umbilical cord. I then realized I had created the monster I was complaining about. If your recruiters are too dependent on you for motivation and answers, you need to ask yourself why.

Ask Barb

You Can’t Soar Like an Eagle If You Hire Ducks

Ask Barb

Dear Barb:

At a recent conference I heard you say that you can’t make someone a top producer, you have to hire them. I have never hired an experienced recruiter because they often have so much baggage and many have signed a non-compete agreement with their prior employer. I also find that many of the top producers in our profession are a handful to manage and often ask for unreasonable salaries and commissions. How do you get around these problems?

Helene S., San Jose, CA

Dear Helene:

When I made that statement, I was not referring to top producers in our profession. It is important for owners to hire individuals who have a track record of high achievement and sales experience. If someone was a high achiever or top producer in another profession, chances are they will be a high achiever for you.

Ask Barb, The Business of Recruiting

You Can’t Motivate the Unwilling

Ask Barb

Dear Barb:

How can I motivate my sales team to produce more? I know they could all do much better, but they seem to be satisfied with average production. They look to me for motivation which I find very frustrating. Shouldn’t they motivate themselves?

Sharon M., St. Louis, MO

Dear Sharon:

You can’t motivate another person especially if they choose not to be motivated. What you can do is identify what is most important to the individuals you employ. If your sales team understands the WIIFM (What’s In It For Me), they will motivate themselves. People do things for their own reasons, not yours.

Ask Barb

A Gap Analysis Is Your Roadmap to a Winning Year

Ask Barb

Dear Barb:

I want to do whatever it takes to have a record year. I heard you talk about conducting a gap analysis at the end of each year, but I don’t remember what it entailed. Would you please outline the process?

Thank you,

Alexander D., Indianapolis, IN

Dear Alexander:

A gap analysis is a strategic planning tool to help you understand where

Ask Barb

Make Your Team Accountable So the Business Grows

Ask Barb

Hi Barb:

I have a very tenured team who love working for me. I don’t believe in micro-managing, but I feel we could be achieving so much more as a company. How do I go from no rules or standards to implementing accountability without losing everyone?

I sent them to a conference in Las Vegas and they didn’t attend the sessions and had no problem telling me. My last two hires quit because they felt like outsiders to my four tenured recruiters. I now realize my business will not grow or prosper unless I make changes, but I don’t know where to begin. What would you do if you found yourself in my position?

John R., Dallas, TX

Dear John:

There is no value in beating yourself up for mistakes you’ve made as a

Celebrating Successes

Even A Falloff Can’t Take My Kodachrome Away

Coffee cigarette-123rf

I intentionally slept in for the good news. Offer is in. Fifteen minute celebration. “Kodachrome,” my good news song. Two cigarettes. Huge cup of coffee. Back to work. Close deals.

We all celebrate in different ways. This was my way of celebrating. I had just hit $75K in billing for the month of January. Then I had to figure out how to squeeze out another $25K. I had one more interview that looked promising. I have to hit $1 million in 2014. I repeat: I have to hit $1 million in 2014. No more excuses. I clipped $240K for the last quarter in 2013. I must keep up the pace, running fast with no time to slow down.

Ask Barb

Create Your Own Dream Board and Realize Your Dreams In 2015

Ask Barb

Note: Today, Barb Bruno explains what a dream board is and how to build one. Next week she shows you how to use it to meet your goals for the year ahead.

A dream board is a visual picture of the dreams you have for your life that you want to come true. The concept is that we attract to us what we think. If we put good things in front of us, those things we’ve always wanted, those things we’ve always thought about having in our lives, then we will attract what we think.

I’ve watched clients want something but not write it down, and not

Ask Barb, For Managers

My Team Isn’t Producing. What Do I Do?

Ask Barb

Dear Barb:

I’m frustrated by the results this year. I know my sales team could produce more. How do you light a fire under people without having them walk out the door? They are never on the phone and seem to think sending emails and texting is just as effective. They also spend way too much time on social media sites, job boards, and searching our database rather than calling possible candidates to place.

I’m at my wits ends and really don’t know how to motivate my current team. There are times when I think I should fire everyone because I could make more money just producing by myself. How do you motivate your team?

Walter M.
Detroit, MI
For Managers, Motivation

With A Performance Contract They Fire Themselves


Results-freeFor managers, there is one thing worse than hiring the wrong person and that is to keep that individual employed with their agency long after the collective experience dictates they should be terminated. Yet, in almost every case, managers will admit they have difficulty with making termination decisions.

From my many years of experience in working with managers in hundreds of staffing firms on both a national and international basis, I have concluded that the primary reasons for this apparent lack of decisive action include one or more of the following: