Next, Petty Officer Storm needs to establish a
STRESS ON RECRUITING DUTY
method to document and analyze the results and
progress of these activities and changes. He agrees to
Why do so many recruiters feel stressed? Is it
review them weekly with the RINC in addition to the
sales, quotas, or being away from the sea? A variety
daily production reviews. During those reviews, they
of factors contribute to the high stress level of
will adjust activities and make changes if his
Lets look at a few to better
milestones are not met.
understand what our recruiters are facing.
Now Petty Officer Storm has a realistic goal: I
will be meritoriously advanced at the end of this fiscal
I am currently eligible for meritorious
I currently average 2.8
contracts per month and maintain 65 percent A cells.
I will adjust my itinerary to include the junior college,
which I will heavily preprospect.
I will attend
training with the RINC to improve my skills in the
conviction step of the sale. I will develop one new
COI per month.
These activities and changes will
increase my productivity to 3.5 contracts per month
with 70 percent overall A cells. I will review these
activities each Friday with the RINC in addition to
daily production reviews. If milestones are not met,
I will readjust activities.
You should follow through by encouraging Petty
Officer Storm at each visit. Check on his milestone
Congratulate each short-term goal
attainment within his plan. Let others know of his
goal and progress. Not only can it be supportive to
Petty Officer Storm, but it also may encourage them
to follow his example. You may even want to tack a
BM1 crow to the bulkhead beside his desk as a daily
Managing stress on recruiting duty can mean the
difference between a
assignment and one fraught with frustration and anger.
As a recruiting manager, it is important for you to
understand how stress affects people and why. Most
people view stress as something negative and
overwhelming. We want to emphasize the positive
aspects of stress. Stress is a n inevitable a nd
manageable component of successful performance.
The absence of stress is death. Our goal in stress
management is not to remove stress from our lives,
but to learn to stress for success. Turn the enemy into
A New Job
A major university conducted a survey that asked
people to list what caused the most stress in their
lives. The second most frequent answer was a new
So, everyone feels stress at a new job.
Recruiters face an even more stressful situation. They
were experts in their field, accustomed to supervising
and training others.
Now they are novices again,
learning the ropes of Navy recruiting.
Along with the new job comes the physical move.
Anyone who has made a PCS move understands the
Recruiters and their families are
uprooted from family and friends. They may be
accustomed to moving every 3 or 4 years, but now
they are moving into an area where they may be the
only military around. Those instant friendships that
come from belonging to the Navy family are no
Less Structured Environment
Many young sailors are used to having their time
pretty much laid out for them. Plans of the day, work
orders, and supervisor instructions guide them through
the normal workday. Now, they are required to setup
their own plan each day, decide on prospecting modes,
and make their own time management decisions.
Recruiting also necessitates more accountability
than some rates are use to. Production reviews
require the recruiter to account for productivity tiny.
Vehicle usage must be accounted for. Most important
in their job as a recruiter, they are accountable for the
preenlistment paper work and processing of Navy