The Importance Of Research, Planning And Goal Setting Flashcards
Define research
The gathering of information from various sources to establish facts and detail
What useful information can be gathered and recorded?
- what the organisation does
- market share
- competitors
- organisational structure
- vision and mission
- values
- image
- decision makers
- contact details
- business culture
- recruitment trends
- recruitment budget
- current projects
- other companies in the group
- staffing mix
- how they recruit
- why they recruit
- when they recruit most
- awards
- affiliations
- accreditations
- recruitment problems
- succession planning
- how they manage staff absence
- staff retention
- growth plans
What sources can be used for research?
- decision makers
- front line staff and gatekeepers
- organisational websites
- specialist press
- social media
- candidates
- networks
- colleagues
- existing clients
Define planning
The process of deciding in detail how to do something before actually starting to do it
What can you proactively plan for in a sales context?
- sales focussed goals
- daily sales tasks
- sales plan
- client meetings
- objections
- follow-up calls
- sales calls
- mail or e shots
- candidate availability lists
- candidate marketing
- candidate search calls
Define goal setting
The process of determining an objective or desired result
What is the key type of goal?
SMART GOALS:
Specific
Measurable
Achievable
Relevant
Time-bound
What makes a goal specific?
- who
- what
- why
- when
- how
What makes a goal measurable?
Specifics to achieve e.g. a percentage increases or a monetary increases
What makes a goal relevant?
Clear reason why that fits with business objectives
Smart goal example?
Bristol branch recruitment consultants (who) are to increase permanent placements (what) by raising the number of daily telephone sales calls by 20% (how) over the next 26 weeks (when) in order to improve net monthly profits of the branch by 15% (why)
