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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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