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Figure 5-6.—Goaling worksheet
Navy Counselor 1 & C (Recruiter) - Military manual for recruiting
Station and Zone Competition
Not only would this be fair, it would also make the best use of the potential in each of the station’s markets. NRS TERRITORIAL MAP COMPETITION  GOALS.–  The goals in the NRD gosling notice are the only goals that can actually be set for   a   station   or   zone.   Inflated   goals   to   work   for competition  or  make  up  for  coming  attrition  are  not allowed. If you are interested in competing with other stations  and  zones  (and  as  a  CRF  member,  you  should be), then how do you instill that desire to others on your team? First of all, working toward a competitive goal must be a consensus of all your personnel. They should all buy in and find the goal acceptable. It may not be unanimous  that  everyone  truly  desires  to  compete,  but there should be no objectors. It cannot be just majority rules, where the minority is ignored. So, your first job is to sell the idea to the team. Do your homework; know what it will take to be competitive. Refer to the section on  goal  setting  to  make  sure  you  have  a  valid  and complete goal. Above all, have a plan to achieve the goal. Fostering the competitive spirit in others requires a great deal of confidence in yourself and your team. Most  importantly,  they  should  be  doing  the  extra because  they  want  to,  not  because  it  has  been  imposed upon them. Your job is once again that of a fire starter, Sell  a  few  key  people  and  they  will  help  create enthusiasm in the other members of the team. Once that forward momentum is achieved, you are on your way to success. STATION MARKET ANALYSIS AND REVIEW TECHNIQUES The SMART system is designed to identify where the quality market can be found and where target market center locations are. It shows where recruiting resources and  emphasis  should  be  placed  to  achieve  the  best results. With this data, we can compare and analyze strengths and weaknesses so new strategies and training can  be  applied.  The  data  produced  by  the  STEAM process provides the majority of the information needed for  the  SMART  system.  The  SMART  system  consists  of the NRS territorial map, the new contract/qualified not enlisted (QNE) overlay, and the recap sheets which are all maintained on the SMART board, the recruiter travel itineraries,  school  folders,  and  the  Delayed  Entry Program (DEP) status board. The  Science and Art of Navy Recruiting Manual, COMNAVCRUITCOMINST 1133.6, gives guidance on developing each component of the SMART system. In the following paragraphs, we will give you pointers about how to evaluate a station’s SMART  system. The NRS territorial map should be large enough to post the entire territory in detail. An NRS with both rural  and  metropolitan  areas  may  require  two  maps  to adequately  represent  the  area.  The  territorial  map  gives a  graphic  view  of  the  NRS  area  of  responsibility. Individual recruiter territories, ZIP Code boundaries, and educational institutions are all marked. This view of the NRS territory helps ensure market distribution is not only fair by the numbers but also logistically sound. The territorial map remains in place on the SMART board (fig.  5-7)  until  changes  occur,  so  you  should  make  sure the map is neat, accurate, and easily read. NEW  CONTRACT/QNE  OVERLAY Analysis of the territorial map should be done in conjunction with the new contract/QNE overlay. The clear  acetate  overlay  shows  the  location  of  all  new contracts and QNEs by posting yellow and red dots, respectively,  over  the  location  of  their  domicile. Minorities  are  further  identified  with  appropriate  letters (B for black, H for Hispanic, and O for other) written on the dots. The overlay is maintained on an FY basis and retained for 1 year. This enables you to compare last year’s contract information with this year’s information graphically   on   the   map.   You   should   make   the comparison   to   identify   locations   where   additional emphasis may result in more contracts and locations where  new  methods  are  producing  better  results.  This information should already be identified on the STEAM data, but seeing the results pictorially will sometimes give a better idea of what is happening and may trigger ideas  for  solutions. Recap  Sheet The  station,  zone,  and  district  recap  sheets  are computer-generated reports that are distributed monthly. They  are  the  permanent  record  of  FY  gosling  and attainment. Only the most current monthly station recap sheet should be posted on the SMART board because the report is cumulative. It is strongly suggested that you retain the end of the FY report as a permanent goal and production   record   to   be   used   for   analysis   and comparison over the next 2 years. Figure 5-8 is a sample station recap sheet. The zone recap sheet is the same. Attainments  are  listed  as  net  numbers.  Attrites  are subtracted from recap sheets with the exception of Naval Reserve Officers Training Corps (NROTC) accessions 5-13

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