STATS IS KING!
by George W. Tucker, MS

Across the US, I spread the word about keeping track of your work. The message that statistics are still the most important way to analyze your potential and your growth, though heard, is often ignored. If you are only looking at send-outs against placements, it is not enough.
There are so many consultants who are sensitive to "failure" that focusing on the success of the placement is not going to motivate them. Not now. Instead, focusing on the activity, under very controlled goals, with minimums and maximums, gives the consultant a chance to recognize the successes of the day, without necessarily having a placement.
Remember training? As we used to say, there are twenty to twenty one days a month that the consultant has to work. With an average of only two placements a month, that leaves room for eighteen to nineteen days of failure! Refocusing the attention on the activity that leads to the placement helps you as manager to see that the right amount of work (quantity) is done, and that it leads to the final placement, step by step (quality). Without these guides, unfortunately, you are shooting in the dark.
During these tough times around us, if not coming soon, this system of analyzation and statistics has uncovered the consultant that was capable of being an "introducer," simply part of the process, and separating him or her from the true professional consultant. Many of the introducers have left the business. In good times, they had high production and a good client base. In the poorer times, they showed they had forgotten, or never understood the business itself! In times of hardship, the weaknesses show up, quickly.