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MANAGEMENT MIX
by George W. Tucker, MS
 We get calls from many managers telling us that their new hire seems out of control, and won't
follow direction and training. A high percentage stem from the "mix" that occurs between the
manager and the producer.
If the manager is a low POWER and the consultant is high, then control problems can develop, unless the manager understands basic psychology: show VALUE to the individual to get his or
her commitment.
The highest success rates, both in production and tenure, are on the WIFM (What's In It For Me) profile, and the best way to control that person is to state what is of value to them. Learn to talk with the
Why Before What technique: "In order for me to
improve your recruiting successes, and give you direction to the next level, please turn in your reports tonight!"
This isn't easy, but it works! Most of us don't talk that way! However, since the faster moving "consultative" mind is often
way ahead of us, if we lead with the command and then try to explain, it is too late!
In my seminars, I have referred to it as "The Ass Close": "You're an ass. Here's why!" The contact will flare and begin inventing denials, not hearing the "Why!"
Better: "Because of these reasons, (a), (b), and (c), you're an ass!" The contact usually agrees,
assuming you were accurate in your assessment!
Share the idea with your people, and then practice it constantly. It will make a major difference in the success of your inter-personal communications!
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IN HOUSE PROGRAMS
by George W. Tucker, MS
With
well over 500 in-house programs conducted, now, we've come into our own as a recognized force to take you and your people to the next level of productivity, temp, direct hire or contract. The focus is first on basic sales and communication, and then strategies through the respective processes
of Recruiting then Sales and Marketing.
We've enjoyed HUGE successes, with several individual consultants reporting significant increase in market penetration, live send outs, reduction in "resume selling" and correction of many time wasting, major money drainers.
Programs are conducted by
myself, or on occasion, THE PEAC SYSTEM® consultants, and are based on a flat fee plus expenses. Typically, perm services report at least one placement directly attributable to the program, almost immediately, and often while the class is in session. Temp and contract people report additional hours, at much better gross profit margins. Either way, the program can pay for itself, quickly, and leave you positioned for a great deal of extra business. Several of our clients are now conducting ongoing, regularly scheduled programs, with growth
of 200% even 300% above previous years!- Yours may differ!
CLASS SIZE
Our programs are designed for up to twelve participants. Beyond that, the individual attention gets spread too thin, and the results are not as high. Discounted, multiple programs make better sense for larger offices, or multiple divisions.
Often, with larger companies, we choose common geographic location and move in
Recruiters for that program, Sales folks for that one, and even have Management
training. Call to discuss the possibilities...
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