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Goaling
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Navy Counselor 1 & C (Recruiter) - Military manual for recruiting
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Figure 5-6.—Goaling worksheet
NRS 005: .05 divided by .30 = .1666 NRS 002: .3266 X 40 = 13.04 2.  Determine  each  station’s  recruiter  share  by dividing the number of recruiters in the station by the total number of recruiters in the zone: NRS 001: 5 divided by 25 = .20 NRS 002: 8 divided by 25 = .32 NRS 003: 3 divided by 25 = .12 NRS 004: 5 divided by 25 = .20 NRS 005: 4 divided by 25 = .16 3.   Determine   weights   for   market   share   and recruiter  share.  For  this  exercise  we  will  consider manning   conditions   are   ideal   based   on   RAF   and subjective assignment factors. Training levels are fairly equal and there are no other significant considerations. Therefore, we will make the market share weight .50. Recruiter share is 1 - the market share, which would also be .50. 4.  Now,  let’s  use  the  formula  to  compute  each station’s  goal  share. NRS 001: .1666 X .50 + .20 X .50 = .0833 + .10 = .1833 NRS 002: .3333 X .50 + .32 X .50 = .1666 + .16 = .3266 NRS 003: .1333 X .50 + .12 X .50 = .0666 + .06 = .1266 NRS 004: .2000 X .50 + .20 X .50 = .1000+ .10 = .2000 NRS 005: .1666 X .50 + .16 X .50 = .0833 + .08 = .1633 If these numbers are easier to understand in percentages, just move the decimal over two places. For example, NRS 001’s goal share of .1833 becomes 18.33 percent. 5. Now multiply the goal share times the zone new contract goal of 40 to get the individual station new contract  goals. NRS 001: .1833 X 40 = 7.33 NRS 003: .1266 X 40 = 5.06 NRS 004: .2000 X 40 = 8.00 NRS 005: .1633 X 40 = 6.53 6. Round goals off, ensuring the total equals 40. Station goals would be 7, 13, 5, 8, and 7 respectively. 7. Compare required production per recruiter (PPR) for each station by dividing the goal by the number of recruiters assigned. There should not be a significant difference between stations. If you find the difference to be  1.0  or  greater,  you  probably  have  a  manning imbalance. Weights should be adjusted to compensate. Goaling Worksheet.–  You may find the goaling worksheet,  provided  in  figure  5-6,  helpful  when computing  goals  for  your  stations. Assign Work Force,   “A”  Cell,  Minority  and Program Goals.– Using  data  from  your  STEAM  reports and  other  territory  analysis  information,  assign  goals  for work force, “A” cell, minority upper mental groups, and programs. Make sure you distribute these goals fairly over the course of the FY, not just 1 month at a time. For example, let’s say that the Hispanic population is broken down as follows: NRS 001 - 20 percent NRS 002 - 50 percent NRS 003 - 5 percent NRS 004 - 15 percent NRS 005 - 10 percent This month you are goaled with two Hispanic upper mental group (HUMG) contracts. You could goal NRS 001 and NRS 002 each with one HUMG for the month. However, if you continued this over the course of the year, NRS 001 would end up with 50 percent of your annual Hispanic goal instead of a fair 20 percent. NRS 002 would have a fair 50 percent of the zone’s Hispanic goal,  but  the  other  stations  would  be  undergoaled  over the  course  of  the  year.  To  make  sure  your  goaling practices are fair, you should alternate the minority goaling to ensure year-end percentages are equitable. 5-11

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