greater the fear. This fear often comes from within
the individual. Fear of failure can be all-consuming
to the point of mental exhaustion and stress overload.
BLINDNESS TO CUSTOMER
Recruiters focused only on numbers are often
blind to the concerns of their customers or prospects.
This blindness takes the form of poor listening skills
during interviews, failure to provide red carpet service
during processing, and lack of good delayed entry
program (DEP) management. The results are loss of
contracts, fewer referrals, and higher DEP attrition.
Recruiters who genuinely put their prospect first, last,
and always are going to enjoy continued success.
Quality leadership emphasizes results by working
on the methods.
Recruiting supervisors must
constantly work on improving the systems and
training their people.
The 85/15 management rule
states that 85 percent of problems can only be
corrected by changing the systems.
This is a
management responsibility. Many problems that are
attributed to the recruiters are really training problems.
Training is a system. That leaves only 15 percent of
the problems controlled by the recruiters themselves.
This is the attitude that we, as Career Recruiting Force
(CRF) members, must adopt.
We must take
responsibility for the problems and control the systems
to correct them. We will use a variety of analysis
methods to find potential problems. Always keep in
mind, however, the only way to verify a problem and
provide a solution is to get involved with hands-on
observation and training.
ENLISTED RECRUITING PERSONNEL
The Enlisted Recruiting Personnel Management
System (ERPMS) is designed to allow the recruiter in
charge (RINC) to manage and control all the available
assets within the Navy recruiting station (NRS) to
achieve goal. The zone supervisor (ZS) is tasked with
providing the RINC with direction, guidance, and
training to accomplish this. The ERPMS provides
production personnel with an effective plan and
evaluation of recruiting activities necessary to achieve
goal. The system consists of the station planner, the
applicant log, the ZS monthly planner/itinerary, the
production analysis/training evaluation sheet, and the
NF/RZ applicant tracking log. This system provides
the statistics we mentioned at the beginning of the
chapter. Daily production reviews (DPRs) provide the
input for the ERPMS, as well as an opportunity to
share the results of its evaluation. Analysis of activity
statistics is crucial for proper problem identification
and determination of training needs. The following
paragraphs cover the ERPMS components used by
recruiters, RINCS, and the ZS.
The Station Planner, NAVCRUIT Form 5220/18,
is the primary form used for planning and executing
station activities. Each RINC maintains a station
planner for each week. This planner is developed by
the RINC, using recruiter input based on the
Production Analysis/Training Evaluation (PATE)
Sheet, NAVCRUIT Form 1500/6, and all known
activity to be scheduled. The planner is prepared on
the last prospecting day of the week for the following
week. It contains the hourly, daily, and weekly plan
for each recruiter to support goal. The number of
appointments and interviews planned and attained are
listed each day by recruiter. Figure 8-1 shows a
sample planner excerpt for one recruiter.
There are probably as many ideas on the perfect
planner as there are members in the CRF community.
The objective is to develop a plan that works for the
recruiters and the RINC that will be using it.
Although goal-directed, plans are time-oriented.
Planners will help us to plan how our time is used.
They must take into account what happened last week,
last month, even last year. Planning and controlling
go hand in hand.
Plans point the way to goal
attainment and controls provide guidance to keep
those plans on track.
The best laid plans are only
paper until the action has been applied. Each recruiter
should keep some sort of time management tool for
planning purposes and use when away from the NRS.
The Navy supply system provides an appropriate
planning calendar in spiral notebook form.
PLANNER ENTRIES. All NRS functions that
are planned should be entered on the planner for the
coming week. The RINC should maintain a planner
for each week of the month to make entries as they
are planned or become known.
Test and military