Back in 1998 an underperforming men’s rowing eight reflected on their limited success and asked what they could do to make the boat go faster?
Two years later they went on to win Olympic Gold for Britain.
They turned their mindset into a performance strategy and it’s a great read, if, like Ben Hunt-Davis, you want to optimise every action towards where you’re heading.
Every recruitment agency in the world is looking to grow and almost all of them could make the boat go faster by improving their relationship with the data in their CRM.
You might have built a multi-million-pound agency, but if you understood your data, would you have seen ways to have done that faster and turned five million into ten.
Better yet, how do you intend on turning ten into twenty this year?
Actionable information is the active ingredient in positive-growth and cube19 is the most powerful tool you can employ in driving this.
Here are three indications you could be doing far more with the data in your CRM in order to make your agency go faster.
Your reports take three hours to build rather than three minutes
How much value do you attach to your time and how much of that time is then lost to building reports?
The higher you climb the ladder the more it costs to pull people away from their primary focus in order to work on something that should really be automated.
Imagine if you could drill into any custom-metric or review the performance of any individual, team or client from a few clicks. You could identify where your business is really making money and where to take action to drive the boat faster.
The time you could save from performance reviews, forecasting, board reporting and in allowing your analysts to focus on actually analysing.
As your recruitment business scales and you add offices, sectors and locations, it’s critical that you have a way of reporting that serves as a single-conversation point for discussion.
The ratios don’t add up
Do you ever find that one consultant makes ten placements from ten interviews and another sends thirty to interview and only makes two placements?
Recruiters are busy people and updating activity in the CRM can too often be left as an afterthought.
KPIs should be benchmarked against “successful” activity. If your consultants aren’t logging their work properly then your targets run the risk of being mapped against the wrong metrics.
You can’t manage what you don’t measure, which is why agencies need to put steps in place to ensure that all the information is being entered into CRMs as and when it should be.
- What tools would help you automate areas of data entry?
- Can you incentivise or gamify the process?
- Do your consultants understand how data could help them personally?
Following every race, the Olympic eight debriefed to both understand their performance and refine their targets for the next race. cube19 provides this ongoing analysis of your company-wide performance. Take ten minutes to see for yourself.
Without accurate insights into a pipeline you can’t pinpoint where the process is breaking down and make the necessary changes.
You can’t answer the questions that you should be asking about growth
Perhaps the thing that will accelerate your agency most, is that the data in your CRM is useful, accurate and delivers the actionable insights you need.
Do you know where targeted training would deliver the biggest return, or how your consultants should prioritise their day-to-day activity?
Are you looking beyond the biggest invoices to see the clients that are actually the most profitable?
If your top billers left tomorrow, would you know how to move their accounts forward?
These are the kind of answers that your data should be communicating and if it can’t, then how do you intend to find out and how are you going to scale quicker than your competition?