In the world of recruitment, hitting targets is the name of the game. However, what happens when you’re not delivering the results you'd hoped for? Don't fret; you're not alone. It's an issue many recruiters face, and the good news is that there are strategic adjustments that can help you get back on track.
According to recent industry data, approximately 62% of recruiters have encountered challenges in meeting their hiring goals and their job is harder than it was a year ago. This suggests that you're in a common boat. But what can you do to recalibrate your recruitment strategy when the numbers don't add up? Well, as always, Firefish is here to help – we’ll explore how to analyse what's not working, make data-driven decisions, and implement changes that can steer you toward success.
So, let's roll up our sleeves and explore the strategies that can turn a recruitment roadblock into a pathway to meeting and exceeding your targets.
Break Down Your KPIs into Actionable Ratios
In the face of challenging recruitment targets, it's essential to break down your Key Performance Indicators (KPIs) into actionable ratios. Instead of just looking at the big picture, which sometimes might feel unachievable and discouraging, break it down into smaller steps. For example, consider how many candidate interactions or calls are needed to secure a single interview. When you have these specific numbers, it becomes easier to navigate through tough times. These ratios provide you with a clear roadmap to achieving your overall recruitment goals and get you back on track to success!
Create Your Own KPIs
Even if your agency isn’t highly KPI-focused, it doesn't mean you can't establish your own set of KPIs and track them independently. This approach can be particularly helpful when you're dealing with challenging recruitment targets. Utilise the tools available to you, such as your CRM, to automatically track your personalised KPIs. This way, you can closely monitor your own progress and make adjustments as needed to stay on track. This also shows your manager that you are taking things into your own hands and that you care about hitting your targets.
Maintain Due Diligence with Candidates and Clients
During tough months, it's tempting to let frustration seep into your interactions with candidates and clients. However, it's crucial to maintain your professionalism and continue bringing your A-game to meetings. Remember, candidates and clients can sense your attitude and dedication. By consistently demonstrating your commitment to their needs, you not only build trust but also increase your chances of successfully meeting your recruitment targets. Remember to always commit to doing what you say you will - if you say you will give feedback, give it! Nothing breaks trust more than not delivering on your promises.
Try New Strategies
Surprise – if something isn’t working, why not change it? I know it can be intimidating to try something new when things are tough – after all, what if it turns out even worse? Maybe it’s better to just grind your teeth and stick with what you know? Well, it’s not. When you're faced with recruitment challenges, it's the perfect time to explore new strategies. It's natural to feel apprehensive about making changes when things are tough, but sticking to the same old methods may not yield better results. Analyse your performance data to identify areas where your current approach is falling short. Experiment with innovative techniques and approaches you haven't had the chance to try before. Be open to taking calculated risks, as this may lead to breakthroughs and improved outcomes in the long run.
Focus on Your Business Development
When things are tough, staying motivated can be hard, and picking up the phone to slug away at business development calls can be the last thing you feel like doing. But it’s no secret that the effort you put in the present is what pays off in the future. If you want to turn things around and be successful in a tough market you need to go back to basics, make your sales calls, and focus on your outreach. As mentioned above though, make sure to mix things up if they aren’t working. There is no point in making 100 cold calls if you aren’t getting any results. Why not try some video outreach instead?
Ask For Help
At the end of the day, if you’re doing everything you can and you still aren’t getting the results you need, why not ask your manager for some help? They should be able to identify some areas you can improve on and give you tips on how to tweak things to get better results. When I was starting out in recruitment or having a bad month, I found it useful to get some help from top billers in my team. They always had some great tips for me to help get me back on track.
Remember, meeting recruitment sales targets in a tough month requires adaptability, persistence, and a willingness to evolve your approach. By breaking down your KPIs, creating customised metrics, maintaining professionalism with candidates and clients, and experimenting with new strategies, you can increase your chances of achieving success even in challenging times.
Awesome Aussie Beth is an experienced recruiter and Growth Executive here at Firefish. She has a huge love of the industry and a real passion for helping recruiters to change the way they recruit.