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CHAPTER 9
VISITS, INSPECTIONS, AND MEETINGS
As a member of the Career Recruiting Force (CRF),
most of your time will be dedicated to interface with
your recruiters. Effective station visits, inspections, and
meetings require planning, preparation, and professional
application. Your approach to these encounters will set
the tone for the zone. The zone supervisor (ZS) can do
more than any other individual to affect the attitude of
a zone. In our business of sales, attitude is everything.
By taking time to be well prepared and purposeful, you
can make sure you are spreading the right attitudes.
This chapter provides guidance in both the preapproach
and conduct of station visits, inspections, and meetings.
STATION VISITS
Effective station visits do not just happen. They
require some advance work to make sure they are
productive for the station. We’ll cover planning,
preparation, and conduct of the station visit to make
sure you do not become a “professional visitor.”
You’ve heard of these supervisors. They spend all their
time in the stations, using the phone, telling sea stories,
and generally wasting everyone’s time. We want to go
with a plan, take care of business, and leave as planned.
PLANNING AND PREPARATION
Proper planning and preparation will result in
effective station visits that save you and your people
time. You will use your ZS itinerary/planner to publish
your planned station visits for the month. Before issuing
your planner, you must consider the frequency of visits
and the purpose or agenda of each visit.
Determining Frequency of Visits
There is no magical number of times you should
visit each station in the zone during the month. You
will have to make judgement calls based on your
observations and experience. Some considerations
include the experience level of the recruiter in charge
(RINC), training requirements, systems development,
and actual productivity of the station. Be careful not to
ignore the successful stations nor overvisit the
struggling stations.
The successful RINCs need
attention, too. You may learn from them as well as help
them improve. Most successful RINCs take pride in
showing you what they are doing right. Struggling
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RINCs need to be trained and then be given the
breathing room to put the training to work. Try not to
overwhelm them. We know our visit is going to be an
interruption to normal business, no matter how hard we
try not to interfere. Weekly visits work well for most
stations. Geography, distance, and special circumstances
may require a different schedule. You may want to plan
several days in a row with newly assigned RINCs. Then
give them some time to take the training on board
before visiting again.
Developing Your Agenda
It is important to let the RINC know your planned
agenda before the station visit. The RINC can make
sure personnel who need to be present plan for the visit.
Let the RINC know what you intend to look at and the
inclusive hours of the visit, Review previous months’
logs and reports, past station visit notes, training
requirements, and your ZS tickler to develop your plan.
Some items will be checked at each station visit, some
monthly, and others as you determine the need. Let’s
take a look at some items you will need to review
before planning an agenda.
P R E V I O U S P R O S P E C T I N G A N D
PROCESSING RESULTS.– Review all information
on previous prospecting and processing results. Check
production
reports, Production Analysis/Training
Evaluation (PATE) sheets, and applicant logs. You are
looking beyond the obvious of whether or not the
station is making goal. Find out where you can give the
most help. Increasing the effectiveness of all stations,
even those making goal, is your objective.
LOCAL EFFECTIVE ACCESSION DELIVERY
SYSTEM AND NATIONAL LEAD TRACKING
SYSTEM.– Review all LEADS and NALTS reports.
Compare conversion ratios with other stations in your
zone and the district average. Be especially attentive of
any overdue, delinquent, or forced-closed leads. Identify
new leads you intend to check on during the station
visit.
PLAN OF ACTION AND MILESTONES.–
Review POA&Ms and inspection discrepancy corrective
action plans that pertain to the station and determine
follow-up requirements.
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