Creating the Right Team
Jesse Rehm
Raleigh, NC
jesse.rehm@trianglepest.com
Let’s take some time to focus
Turn off or silence all phones, pagers etc…. Don’t be
offended!
© Triangle Pest Control LLC....
Quick question
© Triangle Pest Control LLC. All Rights Reserved
Have you ever came back from a conference
with a great ide...
Riddle
What costs us $4k in three weeks (with $0 return on
capital) and only increases exponentially each and
everyday tha...
Hiring top performers
A BAD HIRE
• It will happen to everyone
• Has anyone ever quantified the cost of a bad hire
© Triang...
What is the largest expense on the P&L?
© Triangle Pest Control LLC. All Rights Reserved
What is the largest expense on the P&L?
Payroll
© Triangle Pest Control LLC. All Rights Reserved
Why are we in business?
© Triangle Pest Control LLC. All Rights Reserved
Why are we in business?
To make a profit!!!!
© Triangle Pest Control LLC. All Rights Reserved
To win on the bottom line, you have to be really
good at managing your expenses
Revenue – Expenses = Profit
• Spend your t...
How many of you struggle with
finding the “right” people?
© Triangle Pest Control LLC. All Rights Reserved
How many of you know what your
employee turnover rate is?
© Triangle Pest Control LLC. All Rights Reserved
How many of you experience more
than 30% employee turnover each
year
© Triangle Pest Control LLC. All Rights Reserved
The Triangle Pest Control Story
Employee turnover was a huge issue
for TPC since it’s inception.
© Triangle Pest Control L...
The Triangle Pest Control Story
In 2010 TPC had approximately 12
team members
Of those 12 only three are still with
the co...
The Triangle Pest Control Story
In 2011 TPC had approximately 15
team members
Of those 15 only five are still with
the com...
The Triangle Pest Control Story
In 2012 TPC had approximately 18
team members
Of those 18 only 11 are still with the
compa...
The Triangle Pest Control Story
In 2013 TPC had approximately 20
team members
Of those 20, 18 are still with the
company
©...
The Triangle Pest Control Story
Over the course of just 3.5 years we
lost a total of 14 people.
10 were let go
4 resigned
...
The Triangle Pest Control Story
We were seeing a turnover rate
north of 50% before implementing
our hiring system.
© Trian...
The Triangle Pest Control Story
● Those 14 bad hires cost us $56,000
● That doesn’t include *opportunity cost*
Opportunity...
The Triangle Pest Control Story
The light bulb finally turned on
© Triangle Pest Control LLC. All Rights Reserved
Hiring top performers
In 2013 we completely revamped our hiring systems
to produce the right people
• Clarity on who those...
Hiring top performers
Qualities we look for in a potential hire.
• Hobbies outside of work that require discipline
(sports...
Hiring top performers
We made hiring the right people our #1
priority
© Triangle Pest Control LLC. All Rights Reserved
The Triangle Pest Control Hiring System
Strategic Objective
• A document that details
• What kind of company you want to b...
The Triangle Pest Control Hiring System
Have you ever taken the time to get very clear on
what type of people and culture ...
The Triangle Pest Control Hiring System
Strategic Objective reinforcement
• We have training program designed around it
• ...
The Triangle Pest Control Hiring System
Who: Hiring “A” players, Geoff Smart & Randy Street
© Triangle Pest Control LLC. A...
The Triangle Pest Control Hiring System
Step 1
Identify what type of person you
want to hire. Everyone needs to be
very cl...
The Triangle Pest Control Hiring System
Step 1
Develop a scorecard
© Triangle Pest Control LLC. All Rights Reserved
Not th...
The Triangle Pest Control Hiring System
Step 1
A scorecard defines the following
● The mission - keep it simple, direct an...
The Triangle Pest Control Hiring System
Step 1
A scorecard defines the following
● The mission
© Triangle Pest Control LLC...
The Triangle Pest Control Hiring System
Step 1
A scorecard defines the following
● Outcomes of the position
© Triangle Pes...
The Triangle Pest Control Hiring System
Step 1
© Triangle Pest Control LLC. All Rights Reserved
The Triangle Pest Control Hiring System
Step 1
© Triangle Pest Control LLC. All Rights Reserved
The Triangle Pest Control Hiring System
Step 1
© Triangle Pest Control LLC. All Rights Reserved
The Triangle Pest Control Hiring System
Step 2
Sourcing
THIS SHOULD BE EVERYONE'S
TOP PRIORITY!!!!
© Triangle Pest Control...
The Triangle Pest Control Hiring System
Step 2
Sourcing
© Triangle Pest Control LLC. All Rights Reserved
The Triangle Pest Control Hiring System
Step 2
Sourcing
What do you use to source your
people?
© Triangle Pest Control LLC...
The Triangle Pest Control Hiring System
Step 2
Sourcing
● Craigslist
● Careerbuilder
● Company Website
● Job Fairs
© Trian...
The Triangle Pest Control Hiring System
Step 2
Sourcing
How many people have a referral
program in place?
© Triangle Pest ...
The Triangle Pest Control Hiring System
Step 2
Sourcing
Imagine if everyone in your
company was recruiting for you, all
th...
The Triangle Pest Control Hiring System
Step 2
Sourcing
We find that our best hires come from
referrals. Over 50% of our t...
The Triangle Pest Control Hiring System
Step 2
Sourcing
In most cases good people know good
people. We have built a referr...
The Triangle Pest Control Hiring System
Review:
● We have identified the type person we
are looking for
● We have sourced ...
The Triangle Pest Control Hiring System
Step 3
The Interview process
● Phone interview
● Personality test
● Candidate eval...
The Triangle Pest Control Hiring System
Step 3
Phone interview
Get curious
● What
● How
● Tell me more
© Triangle Pest Con...
The Triangle Pest Control Hiring System
Step 3
Face to face meeting
● This is the Hiring Managers opportunity to
spend 10 ...
The Triangle Pest Control Hiring System
Step 3
Personality test
● If the manager feels the person has
potential they have ...
The Triangle Pest Control Hiring System
Step 3
Personality test
● Has a predefined scoring range based on
position
● Tells...
The Triangle Pest Control Hiring System
Step 3
Candidate Evaluation
● This is where you fill out
the scorecard. These
ques...
The Triangle Pest Control Hiring System
Step 3
Candidate Evaluation
● Key point: Up until now we provide the
candidate wit...
The Triangle Pest Control Hiring System
Step 3
The five F’s
● This is where
you talk about
the company
and the position
© ...
The Triangle Pest Control Hiring System
I highly suggest you adopt the “Warm Bench”
philosophy. Does anyone know what this...
The Triangle Pest Control Hiring System
Procedure
© Triangle Pest Control LLC. All Rights Reserved
The Triangle Pest Control Hiring System
Checklist
© Triangle Pest Control LLC. All Rights Reserved
The Triangle Pest Control Hiring System
2013 was the first year for our hiring
system and we only saw 10%
turnover.
I feel...
Do you see a trend?
© Triangle Pest Control LLC. All Rights Reserved
Parting thoughts
© Triangle Pest Control LLC. All Rights Reserved
● You have to build the proper foundation before
you can...
Resources to help you get started
Managers
• Good to great, Jim Collins
• E-Myth, Michael Gerber
• Entreleadership, Dave R...
Questions?
Jesse Rehm
Raleigh, NC
jesse.rehm@trianglepest.com
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2014 npma academy presentation

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Creating the Right Team. The following presentation is a step by step guide on how to source, screen, and onboard the "right" people for your company.

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2014 npma academy presentation

  1. 1. Creating the Right Team Jesse Rehm Raleigh, NC jesse.rehm@trianglepest.com
  2. 2. Let’s take some time to focus Turn off or silence all phones, pagers etc…. Don’t be offended! © Triangle Pest Control LLC. All Rights Reserved
  3. 3. Quick question © Triangle Pest Control LLC. All Rights Reserved Have you ever came back from a conference with a great idea, and never acted on it? What’s he looking at?
  4. 4. Riddle What costs us $4k in three weeks (with $0 return on capital) and only increases exponentially each and everyday that it exists? © Triangle Pest Control LLC. All Rights Reserved
  5. 5. Hiring top performers A BAD HIRE • It will happen to everyone • Has anyone ever quantified the cost of a bad hire © Triangle Pest Control LLC. All Rights Reserved
  6. 6. What is the largest expense on the P&L? © Triangle Pest Control LLC. All Rights Reserved
  7. 7. What is the largest expense on the P&L? Payroll © Triangle Pest Control LLC. All Rights Reserved
  8. 8. Why are we in business? © Triangle Pest Control LLC. All Rights Reserved
  9. 9. Why are we in business? To make a profit!!!! © Triangle Pest Control LLC. All Rights Reserved
  10. 10. To win on the bottom line, you have to be really good at managing your expenses Revenue – Expenses = Profit • Spend your time on the largest expense on the books (not on the little things that don’t really matter) © Triangle Pest Control LLC. All Rights Reserved
  11. 11. How many of you struggle with finding the “right” people? © Triangle Pest Control LLC. All Rights Reserved
  12. 12. How many of you know what your employee turnover rate is? © Triangle Pest Control LLC. All Rights Reserved
  13. 13. How many of you experience more than 30% employee turnover each year © Triangle Pest Control LLC. All Rights Reserved
  14. 14. The Triangle Pest Control Story Employee turnover was a huge issue for TPC since it’s inception. © Triangle Pest Control LLC. All Rights Reserved
  15. 15. The Triangle Pest Control Story In 2010 TPC had approximately 12 team members Of those 12 only three are still with the company © Triangle Pest Control LLC. All Rights Reserved
  16. 16. The Triangle Pest Control Story In 2011 TPC had approximately 15 team members Of those 15 only five are still with the company © Triangle Pest Control LLC. All Rights Reserved
  17. 17. The Triangle Pest Control Story In 2012 TPC had approximately 18 team members Of those 18 only 11 are still with the company © Triangle Pest Control LLC. All Rights Reserved
  18. 18. The Triangle Pest Control Story In 2013 TPC had approximately 20 team members Of those 20, 18 are still with the company © Triangle Pest Control LLC. All Rights Reserved
  19. 19. The Triangle Pest Control Story Over the course of just 3.5 years we lost a total of 14 people. 10 were let go 4 resigned © Triangle Pest Control LLC. All Rights Reserved
  20. 20. The Triangle Pest Control Story We were seeing a turnover rate north of 50% before implementing our hiring system. © Triangle Pest Control LLC. All Rights Reserved
  21. 21. The Triangle Pest Control Story ● Those 14 bad hires cost us $56,000 ● That doesn’t include *opportunity cost* Opportunity cost - financial loss caused by the actions of a bad hire © Triangle Pest Control LLC. All Rights Reserved
  22. 22. The Triangle Pest Control Story The light bulb finally turned on © Triangle Pest Control LLC. All Rights Reserved
  23. 23. Hiring top performers In 2013 we completely revamped our hiring systems to produce the right people • Clarity on who those people are (Strategic Obj) • Systems to attract those people • Systems to filter out the wrong people (Scorecards, Interviews, 90 day objectives) © Triangle Pest Control LLC. All Rights Reserved
  24. 24. Hiring top performers Qualities we look for in a potential hire. • Hobbies outside of work that require discipline (sports, intellectual) • Usually is already employed • No prior experience in our industry • I hate “the way we did at “_______” • Ownership • Demonstrated ownership in something © Triangle Pest Control LLC. All Rights Reserved
  25. 25. Hiring top performers We made hiring the right people our #1 priority © Triangle Pest Control LLC. All Rights Reserved
  26. 26. The Triangle Pest Control Hiring System Strategic Objective • A document that details • What kind of company you want to be • Your values • Your culture • Your customers • What you do and more importantly, what you don’t This is not a mission statement or a platitude of values(though it contains both) to be put on a wall © Triangle Pest Control LLC. All Rights Reserved
  27. 27. The Triangle Pest Control Hiring System Have you ever taken the time to get very clear on what type of people and culture you want at your company? Can anyone in your company recite what’s in it? © Triangle Pest Control LLC. All Rights Reserved
  28. 28. The Triangle Pest Control Hiring System Strategic Objective reinforcement • We have training program designed around it • Every employee is tested on it • Every company meeting I talk about it • When people start rolling their eyes, I know that I am talking about it just about enough © Triangle Pest Control LLC. All Rights Reserved
  29. 29. The Triangle Pest Control Hiring System Who: Hiring “A” players, Geoff Smart & Randy Street © Triangle Pest Control LLC. All Rights Reserved
  30. 30. The Triangle Pest Control Hiring System Step 1 Identify what type of person you want to hire. Everyone needs to be very clear on this. © Triangle Pest Control LLC. All Rights Reserved
  31. 31. The Triangle Pest Control Hiring System Step 1 Develop a scorecard © Triangle Pest Control LLC. All Rights Reserved Not this kind of scorecard
  32. 32. The Triangle Pest Control Hiring System Step 1 A scorecard defines the following ● The mission - keep it simple, direct and understandable ● Outcomes of the position - These are the critical functions the role is responsible for ● Competencies that fit with the company and the role - These are qualities all candidates must have © Triangle Pest Control LLC. All Rights Reserved
  33. 33. The Triangle Pest Control Hiring System Step 1 A scorecard defines the following ● The mission © Triangle Pest Control LLC. All Rights Reserved
  34. 34. The Triangle Pest Control Hiring System Step 1 A scorecard defines the following ● Outcomes of the position © Triangle Pest Control LLC. All Rights Reserved
  35. 35. The Triangle Pest Control Hiring System Step 1 © Triangle Pest Control LLC. All Rights Reserved
  36. 36. The Triangle Pest Control Hiring System Step 1 © Triangle Pest Control LLC. All Rights Reserved
  37. 37. The Triangle Pest Control Hiring System Step 1 © Triangle Pest Control LLC. All Rights Reserved
  38. 38. The Triangle Pest Control Hiring System Step 2 Sourcing THIS SHOULD BE EVERYONE'S TOP PRIORITY!!!! © Triangle Pest Control LLC. All Rights Reserved
  39. 39. The Triangle Pest Control Hiring System Step 2 Sourcing © Triangle Pest Control LLC. All Rights Reserved
  40. 40. The Triangle Pest Control Hiring System Step 2 Sourcing What do you use to source your people? © Triangle Pest Control LLC. All Rights Reserved
  41. 41. The Triangle Pest Control Hiring System Step 2 Sourcing ● Craigslist ● Careerbuilder ● Company Website ● Job Fairs © Triangle Pest Control LLC. All Rights Reserved
  42. 42. The Triangle Pest Control Hiring System Step 2 Sourcing How many people have a referral program in place? © Triangle Pest Control LLC. All Rights Reserved
  43. 43. The Triangle Pest Control Hiring System Step 2 Sourcing Imagine if everyone in your company was recruiting for you, all the time. © Triangle Pest Control LLC. All Rights Reserved
  44. 44. The Triangle Pest Control Hiring System Step 2 Sourcing We find that our best hires come from referrals. Over 50% of our team members have been referred to us by other team members. Most of our Management team has been a referral hire. © Triangle Pest Control LLC. All Rights Reserved
  45. 45. The Triangle Pest Control Hiring System Step 2 Sourcing In most cases good people know good people. We have built a referral tracking and incentive system. © Triangle Pest Control LLC. All Rights Reserved
  46. 46. The Triangle Pest Control Hiring System Review: ● We have identified the type person we are looking for ● We have sourced top quality candidates ● Now we move on to the interview process © Triangle Pest Control LLC. All Rights Reserved
  47. 47. The Triangle Pest Control Hiring System Step 3 The Interview process ● Phone interview ● Personality test ● Candidate evaluation questions ● The 5 F’s © Triangle Pest Control LLC. All Rights Reserved
  48. 48. The Triangle Pest Control Hiring System Step 3 Phone interview Get curious ● What ● How ● Tell me more © Triangle Pest Control LLC. All Rights Reserved
  49. 49. The Triangle Pest Control Hiring System Step 3 Face to face meeting ● This is the Hiring Managers opportunity to spend 10 or 15 minutes with the candidate to determine if they should take the personality test. © Triangle Pest Control LLC. All Rights Reserved
  50. 50. The Triangle Pest Control Hiring System Step 3 Personality test ● If the manager feels the person has potential they have them take the personality test, which takes about an hour © Triangle Pest Control LLC. All Rights Reserved
  51. 51. The Triangle Pest Control Hiring System Step 3 Personality test ● Has a predefined scoring range based on position ● Tells you how well a candidate fits the position they applied for ● Provides you with interview questions based on the results © Triangle Pest Control LLC. All Rights Reserved
  52. 52. The Triangle Pest Control Hiring System Step 3 Candidate Evaluation ● This is where you fill out the scorecard. These questions are designed to hit on all the qualities on the scorecard © Triangle Pest Control LLC. All Rights Reserved
  53. 53. The Triangle Pest Control Hiring System Step 3 Candidate Evaluation ● Key point: Up until now we provide the candidate with very little information about the company ● This time should be spent learning about the candidate, not feeding them information to regurgitate © Triangle Pest Control LLC. All Rights Reserved
  54. 54. The Triangle Pest Control Hiring System Step 3 The five F’s ● This is where you talk about the company and the position © Triangle Pest Control LLC. All Rights Reserved
  55. 55. The Triangle Pest Control Hiring System I highly suggest you adopt the “Warm Bench” philosophy. Does anyone know what this is? © Triangle Pest Control LLC. All Rights Reserved
  56. 56. The Triangle Pest Control Hiring System Procedure © Triangle Pest Control LLC. All Rights Reserved
  57. 57. The Triangle Pest Control Hiring System Checklist © Triangle Pest Control LLC. All Rights Reserved
  58. 58. The Triangle Pest Control Hiring System 2013 was the first year for our hiring system and we only saw 10% turnover. I feel we finally have the right people on the bus!!! © Triangle Pest Control LLC. All Rights Reserved
  59. 59. Do you see a trend? © Triangle Pest Control LLC. All Rights Reserved
  60. 60. Parting thoughts © Triangle Pest Control LLC. All Rights Reserved ● You have to build the proper foundation before you can expect to see the results ● All the planning in the world doesn’t do you any good if you don’t have the right people to execute it
  61. 61. Resources to help you get started Managers • Good to great, Jim Collins • E-Myth, Michael Gerber • Entreleadership, Dave Ramsey • How the mighty fall, Jim Collins • Who: Hiring “A” players, Geoff Smart & Randy Street All Staff • Making Yourself Indispensable, Mark Samuel • Super Service, Val & Jeff Gee © Triangle Pest Control LLC. All Rights Reserved
  62. 62. Questions? Jesse Rehm Raleigh, NC jesse.rehm@trianglepest.com

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