Is Your Recruitment Team "Making the Grade?" Here's How To Tell

By: Art Coley | 5,025 Reads | 4 Shares

Is Your Recruitment Team

%3Cp%3ELet%27s+jump+in+and+grade+your+recruitment+team%3A%3C%2Fp%3E%0D%0A%3Cdiv+class%3D%22scroll-x%22%3E%0D%0A%3Ctable+class%3D%22datagrid%22+style%3D%22width%3A+50%25%3B%22+border%3D%221%22+cellspacing%3D%220%22+cellpadding%3D%220%22%3E%0D%0A%3Ctbody%3E%0D%0A%3Ctr%3E%0D%0A%3Cth+style%3D%22text-align%3A+center%3B%22%3E%0D%0A%3Cp%3E%3Cstrong%3ETeam+Grade%3C%2Fstrong%3E%3C%2Fp%3E%0D%0A%3C%2Fth%3E%0D%0A%3Cth+style%3D%22text-align%3A+center%3B%22%3E%0D%0A%3Cp%3E%3Cstrong%3ESignings+per+100+Kept+Initial+%28Step+1%29+Calls%3C%2Fstrong%3E%3C%2Fp%3E%0D%0A%3C%2Fth%3E%0D%0A%3C%2Ftr%3E%0D%0A%3Ctr%3E%0D%0A%3Ctd+style%3D%22text-align%3A+center%3B%22%3E%0D%0A%3Cp%3EAdvanced%3C%2Fp%3E%0D%0A%3C%2Ftd%3E%0D%0A%3Ctd+style%3D%22text-align%3A+center%3B%22%3E%0D%0A%3Cp+style%3D%22text-align%3A+center%3B%22%3E14-20%2B%3C%2Fp%3E%0D%0A%3C%2Ftd%3E%0D%0A%3C%2Ftr%3E%0D%0A%3Ctr%3E%0D%0A%3Ctd+style%3D%22text-align%3A+center%3B%22%3E%0D%0A%3Cp%3ESkilled%3C%2Fp%3E%0D%0A%3C%2Ftd%3E%0D%0A%3Ctd+style%3D%22text-align%3A+center%3B%22%3E%0D%0A%3Cp+style%3D%22text-align%3A+center%3B%22%3E11-13%3C%2Fp%3E%0D%0A%3C%2Ftd%3E%0D%0A%3C%2Ftr%3E%0D%0A%3Ctr%3E%0D%0A%3Ctd+style%3D%22text-align%3A+center%3B%22%3E%0D%0A%3Cp%3EImplementer%3C%2Fp%3E%0D%0A%3C%2Ftd%3E%0D%0A%3Ctd+style%3D%22text-align%3A+center%3B%22%3E%0D%0A%3Cp+style%3D%22text-align%3A+center%3B%22%3E6-10%3C%2Fp%3E%0D%0A%3C%2Ftd%3E%0D%0A%3C%2Ftr%3E%0D%0A%3Ctr%3E%0D%0A%3Ctd%3E%0D%0A%3Cp+style%3D%22text-align%3A+center%3B%22%3ELearner%2FBeginner%3C%2Fp%3E%0D%0A%3C%2Ftd%3E%0D%0A%3Ctd+style%3D%22text-align%3A+center%3B%22%3E%0D%0A%3Cp+style%3D%22text-align%3A+center%3B%22%3E4-5%3C%2Fp%3E%0D%0A%3C%2Ftd%3E%0D%0A%3C%2Ftr%3E%0D%0A%3Ctr%3E%0D%0A%3Ctd+style%3D%22text-align%3A+center%3B%22%3E%0D%0A%3Cp%3EUnderperforming%3C%2Fp%3E%0D%0A%3C%2Ftd%3E%0D%0A%3Ctd+style%3D%22text-align%3A+center%3B%22%3E%0D%0A%3Cp+style%3D%22text-align%3A+center%3B%22%3E0-3%3C%2Fp%3E%0D%0A%3C%2Ftd%3E%0D%0A%3C%2Ftr%3E%0D%0A%3C%2Ftbody%3E%0D%0A%3C%2Ftable%3E%0D%0A%3C%2Fdiv%3E%0D%0A%3Cp%3EIf+your+recruitment+team+is+achieving+a+14+percent+or+better+ratio+on+kept+initial+%28%22Step+1%22%29+calls+to+signings%2C+you+have+an+advanced+process+and+team.+Congratulations%21+If+your+team+has+a+lower+grade%2C+then+you+have+a+decision+to+make%3A+Is+it+acceptable%2C+or+are+you+doing+something+about+it%3F%3C%2Fp%3E%0D%0A%3Cp%3EThe+key+point+is+that+you+need+to+know+team+performance+ratios+for+every+100+calls+with+candidates.+Why+is+this+important%3F+Because+knowing+these+and+other+ratios+will+guide+and+direct+your+team+hiring%2C+training%2C+coaching%2C+and+management.+The+ratios+will+also+greatly+influence+lead+generation%2C+budgeting%2C+scripting%2C+and+so+much+more.%3C%2Fp%3E%0D%0A%3Cp%3ERatios+you+want+to+know+and+track+for+team+performance+should+include%3A%3C%2Fp%3E%0D%0A%3Col%3E%0D%0A%3Cli%3E%26nbsp%3BKept+Step+1+calls+to+applications%3C%2Fli%3E%0D%0A%3Cli%3E%26nbsp%3BKept+Step+1+calls+to+discovery+day+attendees%3C%2Fli%3E%0D%0A%3Cli%3E%26nbsp%3BKept+Step+1+calls+to+signings.%3C%2Fli%3E%0D%0A%3C%2Fol%3E%0D%0A%3Cp%3EThese+three+ratios+are+considered+critical+for+grading+a+recruitment+team%27s+performance.+They+should+be+tracked+and+discussed+quarterly+at+a+minimum.+Let%27s+take+a+look+at+each+of+them.%3C%2Fp%3E%0D%0A%3Cp%3E%5BIMG%7Chttps%3A%2F%2Fimg.franchising.com%2Fart%2Farticles%2F4046_1.jpg%7CIMG%5D%3C%2Fp%3E%0D%0A%3Cp%3E%3Cstrong%3E1%29+Kept+initial+%28Step+1%29+calls+to+applications.%3C%2Fstrong%3E+The+typical+Phase+I+of+a+recruitment+process+includes+an+initial+call%2C+a+brand+review%2C+and+an+application.+I+would+argue+that+more+than+90+percent+of+success+is+about+getting+Phase+I+right.+The+better+you+do+here%2C+the+stronger+the+results+and+ratios+will+be+downstream.+Candidates+in+this+phase+must+get+inspired+about+their+goals%2C+excited+about+what%27s+possible%2C+and+be+able+to+see+a+new+future+for+their+life+as+a+small-business+owner+in+your+franchise+system.+That%27s+why+this+phase+is+nicknamed+the+%22vision%22+phase.%3C%2Fp%3E%0D%0A%3Cp%3E%3Cstrong%3E2%29+Kept+initial+%28Step+1%29+calls+to+discovery+day+attendees.%3C%2Fstrong%3E+This+is+Phase+II%2C+or+the+%22grind%22+phase.+At+this+point%2C+the+recruitment+team+members+and+candidates+are+working+on+funding%2C+the+FDD%2C+and+all+the+necessary+preparation+before+attending+discovery+day.+Most+candidates+who+drop+out+in+Phase+II+had+a+weak+experience+in+the+vision+phase.+Since+they+didn%27t+%3Cem%3Esee%3C%2Fem%3E+their+future+strongly+enough+with+your+franchise%2C+they+won%27t+continue.%3C%2Fp%3E%0D%0A%3Cp%3E%3Cstrong%3E3%29+Kept+initial+%28Step+1%29+calls+to+signings.%3C%2Fstrong%3E+This+is+the+%22angst%22+phase%2C+or+Phase+III.+The+candidate+has+traveled+to+your+brand%27s+home+office%2C+met+the+team+members%2C+received+an+award+of+a+franchise%2C+and+now+the+final+decision+on+their+future+is+in+their+hands.+It%27s+called+angst+to+reflect+the+feeling+of+waiting+in+line+for+a+wild+and+crazy+roller+coaster.+We+want+to+get+on+and+go+for+it%2C+but+while+waiting+we+have+our+moments+of+doubt%2C+concern%2C+and+fear+mixed+in+with+our+desire+to+enjoy+the+feeling+and+jubilation+of+the+ride.+This+is+the+period+between+attending+discovery+day+and+signing+a+franchise+agreement.%3C%2Fp%3E%0D%0A%3Cp%3EOdds+are+you+have+these+numbers+on+a+report+sitting+in+your+email+right+now.+Get+them+out+and+calculate+your+team%27s+grade.+In+five+minutes+you%27ll+have+the+key+information+for+a+solid+discussion+on+action+steps+for+the+future.%3C%2Fp%3E%0D%0A%3Cp%3ELet%27s+go+to+work%21%3C%2Fp%3E%0D%0A%3Cp+style%3D%22border-top%3A+3px+solid+%23DDDDDD%3B%22%3E%26nbsp%3B%3Cem%3E%3Cstrong%3EArt+Coley%3C%2Fstrong%3E+has+been+helping+franchise+brands+maximize+their+investment+in+recruitment+and+onboarding+of+new+franchisees+for+more+than+two+decades.+Contact+him+at+254-239-5411+x101+or+%3Ca+href%3D%22mailto%3Aacoley%40cgifranchise.com%3Fsubject%3D%22+target%3D%22_blank%22+rel%3D%22noopener%22%3Eacoley%40cgifranchise.com%3C%2Fa%3E.%3C%2Fem%3E%3C%2Fp%3E

Published: September 17th, 2018