RSS: Recruiter:

WPHX SSGT Devlin July fy02 3 020531 1st Month:

TC's Made Office Trafic AC's Made HV's Made Total NWA's Total Contracts

June 131 7 6 1 5 6 April 303 15 12 3 2 3 May 612 26 20 5 5 2

AC Appts
HV Contacts TC Contacts TC Contacts TC Contacts

Objectives for the month of:

18

TC Appts

10

TC Interviews OT Interviews

2 0 5 1

New Contract Goal: Date Prepared:

AC Appts
HV Contacts

2 1 HV Appts 1

AC Interviews HV Interviews

Prospecting Plan for the Month : Week 1 40 % Week 2 Week 3 Week 4 Total 30 10 20 100 % % %

2nd Month: 0.4 0.3 0.1 0.2

TC's Made Office Trafic AC's Made HV's Made Total NWA's Total Contracts

21

TC Appts

TC Interviews OT Interviews

1 3 1 0

AC Appts
HV Contacts

1 0 HV Appts 0

AC Interviews HV Interviews

Prospecting Plan for the Week : Monday 22 % Tuesday Wednesday Thursday Friday Total 25 30 15 8 100 % % % %

3rd Month: 0.22 0.25 0.3 0.15 0.08

TC's Made Office Trafic AC's Made HV's Made Total NWA's Total Contracts

34

TC Appts

10

TC Interviews OT Interviews

1 4 4 0

3 2 HV Appts 1

AC Interviews HV Interviews

Created by Devlin-dog Password is usmc To print all sheets in this workbook select file, print, then selct print entire woorkbook under the print what section.

NAVMC 11099 (REV. 4-92) (Previous edition is obsolete) SN: 0000-00-006-8362 U/I: PAD OF 100 RECR/RSS SSGT Devlin WPHX

DATA ANALYSIS SHEET DATES From _____________, 20____ To _____________, 20____

(1100)

A. GETTING YOUR STANDARD OF EFFECTIVNESS FOR TELEPHONE CANVASSING (ROUNDED TO WHOLE) 1. Add up the number of telephone calls you made for the month. 2. Add up the number of interviews you held as a result of the appointments you made by telephone. 3. Divide the calls by the interviews held. Example: 601 TC 34 INTVWS = 18 TC F/1 INTVW

1ST MO

2ND MO

3RD MO

TOTAL

131 2 65.500 66

+ +

303 1 303.000 303

+ +

612 1 612.000 612

= =

1046 4 261.500 262

THIS IS YOUR STANDARD. ENTER IT ON LINE A-1 OF YOUR OBJECTIVES SHEET. (DON'T WAIT TO GATHER 3 MONTHS DATA. START WITH 1 MONTH AND REFINE IT LATER.) B. GETTING YOUR STANDARD OFF EFFECTIVENESS FOR OFFICE TRAFIC (ROUNDED TO WHOLE) 1. Add up the number of people you contacted for the first time when they came into your office, or were brought there by a poolee, etc., for the month. 2. Add up the number of interviews you held after you "screened out" the obviously unqualified. 3. Divide the office traffic by the interviews. 92 OT HANDLED Example: 16 INTVWS HELD = 6 OT F/1 INTVW
3 MO AVERAGE

262

TC F/1 INTERVIEW

7 0 #DIV/0! #DIV/0! #DIV/0!

+ +

15 3 #DIV/0! 5.000 5

+ +

26 4 #DIV/0! 6.500 7

= =

48 7 #DIV/0! 6.857 7

THIS IS YOUR STANDARD. ENTER IT ON LINE A-2 OF YOUR OBJECTIVES SHEET. (ALWAYS ROUND UP) C. GETTING YOUR STANDARD OFF EFFECTIVENESS FOR AREA CANVASSING (ROUNDED TO WHOLE) 1. Add up the number of contacts you made in your area. 2. Add up the number of interviews you held as a direct result of "cold" canvass of your area. 3. Divide the contacts by the interviews. Example: 175 CONTACTS 12 INTVWS HELD = 15 AC F/1 INTVW
3 MO AVERAGE

OT F/1 INTERVIEW

6 5 1.200 2

+ +

12 1 12.000 12

+ +

20 4 5.000 5

= =

38 10 3.800 4

THIS IS YOUR STANDARD. ENTER IT ON LINE A-3 OF YOUR OBJECTIVES SHEET. (ALWAYS ROUND UP) D. GETTING YOUR STANDARD OFF EFFECTIVENESS FOR HOME VISITS (ROUNDED TO WHOLE) 1. Add up the number of home visits you made during the month. 2. Add up the number of interviews you held as a direct result of home visits for the month. 3. Divide the home visits by the interviews. Example: 23 HV MADE 3 INTVW HELD = 8 HV F/1 INTVW
3 MO AVERAGE

AC F/1 INTERVIEW

1 1 1.000 1

+ +

3 0 #DIV/0! #DIV/0!

+ +

5 0 #DIV/0! #DIV/0!

= =

9 1 9.000 9

THIS IS YOUR STANDARD. ENTER IT ON LINE A-4 OF YOUR OBJECTIVES SHEET. (ALWAYS ROUND UP)
3 MO AVERAGE

HV F/1 INTERVIEW

Complete Items E, F, and G on reverse.

E. GETTING YOUR BUSINESS PERCENTAGE (ROUNDED TO 100TH)

1ST MO

2ND MO

3RD MO

TOTAL

1. Divide the number of interviews from the telephone activity by the total number of interviews conducted during the month. Example: 34 65 = 53% 2 8 =

0.25 0.25 1

0.2 5
= 0.2 1

0.11111 9
= 0.12 4 22 =

0.181818
0.19

THIS IS YOUR BUSINESS PERCENTAGE FOR TC. ENTER IT ON LINE B-1 OF YOUR OBJECTIVES SHEET. 2. Divide the number of interviews from the OT activity by the total number of interviews conducted during the month. Example: 16 65 = 25% 0 8 = 0 0 3 0.6 0.444444 4 0.31818182 7 22 = 0.32 3 MO AVERAGE

0.19

% BY TC

0.6

0.45

THIS IS YOUR BUSINESS PERCENTAGE FOR OT. ENTER IT ON LINE B-2 OF YOUR OBJECTIVES SHEET. 3. Divide the number of interviews from the AC activity by the total number of interviews conducted during the month. Example: 12 65 = 19% 5 8 = 0.625 0.63 1 0.2 0.444444 4 0.45454545 10 22 = 0.46 3 MO AVERAGE

0.32

% BY OT

0.2

0.45

THIS IS YOUR BUSINESS PERCENTAGE FOR AC. ENTER IT ON LINE B-3 OF YOUR OBJECTIVES SHEET. 4. Divide the number of interviews from the HV activity by the total number of interviews conducted during the month. Example: 3 65 = 5% 1 8 = 0.125 0.13 0 0 0 0 0.04545455 1 22 = 0.05 3 MO AVERAGE

0.46

% BY AC

THIS IS YOUR BUSINESS PERCENTAGE FOR HV. ENTER IT ON LINE B-4 OF YOUR OBJECTIVES SHEET. F. GETTING YOUR CLOSING RATIO (CR) (ROUNDED TO 10TH) 1. Add up all your interviews (TC/OT/AC/HV) 2. Add up the total number of new working applicants. 3. Divide the total number of interviews by the number of new working applicants. Example: 65 21 = CR OF 3.1 : 1 8 5 = 8 5 3 MO AVERAGE

0.05

% BY HV

+ +
1.6 1.6

5 2

+ +
2.5

9 5

= =
1.8

22 12 1.83333333 22 12 = 1.84

5 2

2.5

9 5

1.8

THIS IS YOUR CR. ENTER IT ON LINE C OF YOUR OBJECTIVES SHEET (ALWAYS ROUND UP) G. GETTING YOUR SALES RATION (SR) (ROUNDED TO 10TH) 1. Add up all your interviews (TC/OT/AC/HV) 2. Add up the total number of new working applicants. 3. Divide the total number of interviews by the number of new working applicants. Example: 65 6 = CR OF 10.1 : 1 3 MO SALES RATIO 8 5 8 6 = 3 MO CLOSING RATIO

1.9

TO 1

+ +
1.333333 1.34

5 2 5 3 =

+ +
1.66667
1.67

9 5

22 12

4.5
9 2 = 4.5 22 11 2

THIS IS YOUR SR. ENTER IT ON LINE D OF YOUR OBJECTTIVES SHEET. (ALWAYS ROUND UP)

TO 1

RECTR: RSS:

SSGT Devlin WPHX I.

OBJECTIVES SHEET

DATE PREPARED:

020531

ANALYSIS FOR THE MONTHS OF A. Standards of Effectiveness (SOE) 1. Telephone Canvassing 2. Office Traffic 3. Area Canvassing 4. Home Visits B. Business Percentage (BP) 1. Telephone Canvassing 2. Office Traffic 3. Area Canvassing 4. Home Visits C. D. Closing Ratio (CR) Sales Ratio (SR)

June

April

May

262
7 4 9

0.19 0.32 0.46 0.05 1.9 2

II.

OBJECTIVES FOR THE MONTH OF A. Interview Objectives (IO) 6 2

SR

July fy02
1.5 /

3
NCG

6
MO

2
Week

B.

New Working Applicant Objective (AO) 3.16 1 6 / 1.9 = 4 / 1

IO CR MO Week

C.

Activity Objectives 298.7 TC: 6

(IO\Mo)

74.7 /

262
(SOE)

0.19 =
(BP)

299
MO

75
Week

13.44 OT: 6 x 7 x 0.32 =

3.5 /

14
11.04

4
3

AC:

0.46 =

12
2.7

3
0.75

HV:

0.05 =

D.

Contract Objective-

RECRUITING ACTIVITY OBJECTIVES SHEET NAVMC 1000 (REV. 6-82) (9-81 Edition will be used)
SN: 0000-00-006-5382 U/I: PADS OF 100

(1100)

40 30 10 20

FRONT LOADING PROSPECTING PLAN BASED ON A CONTRACT GOAL OF 3 SSGT Devlin

Month TC 1st Week 2nd Week 3rd Week 4th Week Total
40 30 10 20 % 120 % 90 % 30 % 60
300

OT 6 5 2 3
16

AC 5 4 2 3
14

HV 2 1 1 1
5

Month Interview NWA 6 4

Week 2 1

100 %

Week One TC OT Monday 22 % 27 2 Tuesday 25 % 30 2 Wednesday 30 % 36 2 Thursday 15 % 18 1 Friday 8 % 10 1 Total 100 % 121 8

AC 2 2 2 1 1
8

HV 1 1 1 1 1
5

Monday Tuesday Wednesday Thursday Friday

Week Two TC OT 22 % 20 2 25 % 23 2 30 % 27 2 15 % 14 1 8 % 8 1
100 % 92 8

AC 1 1 2 1 1
6

HV 1 1 1 1 1
5

Week Three TC OT Monday 22 % 7 1 Tuesday 25 % 8 1 Wednesday 30 % 9 1 Thursday 15 % 5 1 Friday 8 % 3 1

100 % 32 5

AC 1 1 1 1 1
5

HV 1 1 1 1 1
5

Monday Tuesday Wednesday Thursday Friday

Week Four TC OT 22 % 14 1 25 % 15 1 30 % 18 1 15 % 9 1 8 % 5 1
100 % 61 5

AC 1 1 1 1 1
5

HV 1 1 1 1 1
5

STANDARDS OF EFFECTIVNESS SSGT Devlin

1st Month Telephone Canvassing 8 2 5 14 66

2nd Month Telephone Canvassing 15 7 3 101 303

3rd Month Telephone Canvassing 18 to to 4 10 to 612 to 612 to

TC's to Contacts Contacts to Appts Appts to Intv's TC's to Appts TC's to Intv's

to to to to to

1 1 1 1 1

TC's to Contacts Contacts to Appts Appts to Intv's TC's to Appts TC's to Intv's

to to to to to

1 1 1 1 1

TC's to Contacts Contacts to Appts Appts to Intv's TC's to Appts TC's to Intv's

1 1 1 1 1

Area Canvassing
Contacts to Appts Appts to Intv's AC's to Intv's

Area Canvassing 3 1 2
to to to

Area Canvassing 12 1 12
to to to

1 1 1

Contacts to Appts Appts to Intv's AC's to Intv's

1 1 1

Contacts to Appts Appts to Intv's AC's to Intv's

7 1 5

to to to

1 1 1

Home Visit Canvassing HV's to Contacts 1 Contacts to Appts 1 Appts to Intv's 1 HV's to Appts 1 HV's to Intv's 1

to to to to to

1 1 1 1 1

Home Visit Canvassing HV's to Contacts ##### Contacts to Appts ##### Appts to Intv's ##### HV's to Appts ##### HV's to Intv's #####

to to to to to

1 1 1 1 1

Home Visit Canvassing to HV's to Contacts 3 to Contacts to Appts 2 Appts to Intv's ##### to to HV's to Appts 5 HV's to Intv's ##### to

1 1 1 1 1

S.O.E 3 MONTH AVERAGE

Telephone Canvassing 15 TC's to Contacts Contacts to Appts 4 Appts to Intv's 6 TC's to Appts 46 TC's to Intv's 262 Area Canvassing
to to to to to

1 1 1 1 1

Contacts to Appts Appts to Intv's AC's to Intv's

7 1 4

to to to

1 1 1

Home Visit Canvassing to 3 HV's to Contacts to Contacts to Appts 2 to Appts to Intv's 2 to HV's to Appts 5 to HV's to Intv's 9

1 1 1 1 1