The document discusses the importance of using business intelligence and data analytics in staffing and recruiting firms. It notes that only 22% of small to mid-sized organizations currently use business intelligence solutions. It then discusses some common barriers to adopting business intelligence, such as poor data quality, not knowing what metrics to measure, not knowing where to start, and not having enough time. The document proposes focusing on one key metric per day of the workweek to help simplify getting started with business intelligence. It provides examples of metrics to track on each day of the workweek, including open job orders on Monday, sales forecast on Tuesday, etc. The overall message is that regularly analyzing metrics can help improve data quality, decision making and business performance.
How to Measure What Matters:
What is a KPI and what makes a good one?
Who should be involved in data driven decision making in your business?
What tools do you need to start being data-driven?
What should you measure?
Next Steps & Best Practices
People Analytics: Creating The Ultimate WorkforceCenterfor HCI
If you are a leader or manager in a large organization, you are probably familiar with these terms. But you may be unaware how your organization can benefit from people analytics and what it will take.
“You can download this product from SlideTeam.net”
Analyse the human behavior trend to increase the effectiveness of products and services for the consumers. Use professionally designed content-ready Customer Insight PowerPoint Presentation Slides for the better understanding of consumer buying behavior to increase sales. Collect the required information about the customers to acquire, develop and retain customers. Incorporate ready-made customer insight PPT presentation slideshow to comprehend the customer’s choice for their favourite brand, their mindsets, motivations, moods, desires, aspirations, etc. This deck comprises of templates such as research methodology, consumer insight assumptions, need for consumer insights, key statistics, data collection and processing, consumer insight capabilities, consumer insight components, consumer insight characteristics, consumer insight key elements, YouTube analytics, google audience retention tool, google trends, google analytics, consumer insight maturity matrix, consumer engagement principles, etc. These templates are editable. Change color, text, icon, and font size as per your need. Add or remove content, if needed. Get access to the ready-made customer insight PowerPoint templates to connect the interests of the consumer with features of the brand. Advise folks on how to decide correctly with our Customer Insight Powerpoint Presentation Slides. Be able to guide the injudicious. https://bit.ly/3Bo87wP
How to Measure What Matters:
What is a KPI and what makes a good one?
Who should be involved in data driven decision making in your business?
What tools do you need to start being data-driven?
What should you measure?
Next Steps & Best Practices
People Analytics: Creating The Ultimate WorkforceCenterfor HCI
If you are a leader or manager in a large organization, you are probably familiar with these terms. But you may be unaware how your organization can benefit from people analytics and what it will take.
“You can download this product from SlideTeam.net”
Analyse the human behavior trend to increase the effectiveness of products and services for the consumers. Use professionally designed content-ready Customer Insight PowerPoint Presentation Slides for the better understanding of consumer buying behavior to increase sales. Collect the required information about the customers to acquire, develop and retain customers. Incorporate ready-made customer insight PPT presentation slideshow to comprehend the customer’s choice for their favourite brand, their mindsets, motivations, moods, desires, aspirations, etc. This deck comprises of templates such as research methodology, consumer insight assumptions, need for consumer insights, key statistics, data collection and processing, consumer insight capabilities, consumer insight components, consumer insight characteristics, consumer insight key elements, YouTube analytics, google audience retention tool, google trends, google analytics, consumer insight maturity matrix, consumer engagement principles, etc. These templates are editable. Change color, text, icon, and font size as per your need. Add or remove content, if needed. Get access to the ready-made customer insight PowerPoint templates to connect the interests of the consumer with features of the brand. Advise folks on how to decide correctly with our Customer Insight Powerpoint Presentation Slides. Be able to guide the injudicious. https://bit.ly/3Bo87wP
A session at the CBS Competitiveness Day 2015 - Human Capital Analytics Group has conducted a study on the use of employee engagement surveys in Danish companies. We interviewed representatives from the large Danish companies and major survey providers, and conducted a quantitative research on the use of employee engagement surveys in Denmark. This resulted in a Trend Spotting Report “Employee Engagement Surveys in Denmark”.
'Recession-proofing' your Business with DataGanes Kesari
This session was presented on May 7th 2020, in a Webinar organized by Gramener.
https://info.gramener.com/recession-proofing-your-business-with-data
COVID-19 has disrupted every industry and precipitated a recession. With the virus still in the early stages of progression, the only certainty is that the pains to the global economy will be prolonged.
Is your business ready for the long haul? Data is your best ally to navigate the crisis and come out stronger. This webinar will show you how.
What will I learn?
Which areas of your business can benefit most with a data-driven response.
A framework to identify use cases that will deliver the biggest bang for the buck.
How to identify new market opportunities and customers through creative approaches with data.
AGENDA:
- Relevance of data in the current crisis
- How data science can help you stay prepared to navigate the recession
- Industry case studies from Gramener's work to help clients respond to COVID-19
Business analytics is a custom of transforming the data into business understandings enabling the end users for better decision-making. By using the modern tools and techniques, business analytics can help assess complex situations, consider all the available options, and predict outcomes and showcase critical risks for the decision makers.
Business Analytics can simply be described as a practice that includes the use of various techniques such as Data warehousing, Data mining, Programming in order to visualize and discover several patterns or trends in data. In simple, Analytics help convert the data into useful information, which can be used for decision-making. As a means of sorting through data to find useful information, the application of analytics has found new purpose
Harvesting the value from Advanced AnalyticsJaap Vink
In general, Analytics help you leverage investments that you have done already in your IT investments, on ERP, on CRM systems, on sales
force automation systems, and on all
the data collection that you put in
place.
Unfortunately, reality isn’t that
straightforward. It’s still a struggle
for most companies to drive valuable
insight into the data they have.
Measuring Success introduces nonprofit professionals to proven techniques on how to move from anecdotal to data-driven decision making and steer your organization to success. Gain insights on how to focus your limited organizational time and energies on the issues that are supported by data instead of anecdotes. Learn techniques for using data to track and measure progress over time, report impact to stakeholders, and manage toward success.
DI&A Slides: Descriptive, Prescriptive, and Predictive AnalyticsDATAVERSITY
Data analysis can be divided into descriptive, prescriptive and predictive analytics. Descriptive analytics aims to help uncover valuable insight from the data being analyzed. Prescriptive analytics suggests conclusions or actions that may be taken based on the analysis. Predictive analytics focuses on the application of statistical models to help forecast the behavior of people and markets.
This webinar will compare and contrast these different data analysis activities and cover:
- Statistical Analysis – forming a hypothesis, identifying appropriate sources and proving / disproving the hypothesis
- Descriptive Data Analytics – finding patterns
- Predictive Analytics – creating models of behavior
- Prescriptive Analytics – acting on insight
- How the analytic environment differs for each
Analytics with Descriptive, Predictive and Prescriptive Techniquesleadershipsoil
How the analytics industry has been affected by descriptive, predictive and prescriptive techniques and how these traditional analytical techniques are going to transform the industry in future
Unlocking people data possibilities can shape your
strategy and help you make more informed decisions in your organization. Gut feel is good but data-driven is better.
This presentation was part of the talk delivered by T Ashok Founder & CEO STAG Software at the HSTC 2013: "Think Testing" Conference on Nov 21 & 22 at Hyderabad.
By 2017, video will account for 69% of all consumer internet traffic. As Growth Engineering evolves, there's an increasing need to provide a positive brand experience over a number of different platforms and mediums. Whilst the communication medium may differ, the brand experience must be the same on a case-by-case basis. By establishing this level of consistency, we can help our audience to understand who we are and what our key messages are, whilst ultimately helping them to build trust in us. For this reason, we've created a set of Video Guidelines. Take a look at them and let us know what you think!
A session at the CBS Competitiveness Day 2015 - Human Capital Analytics Group has conducted a study on the use of employee engagement surveys in Danish companies. We interviewed representatives from the large Danish companies and major survey providers, and conducted a quantitative research on the use of employee engagement surveys in Denmark. This resulted in a Trend Spotting Report “Employee Engagement Surveys in Denmark”.
'Recession-proofing' your Business with DataGanes Kesari
This session was presented on May 7th 2020, in a Webinar organized by Gramener.
https://info.gramener.com/recession-proofing-your-business-with-data
COVID-19 has disrupted every industry and precipitated a recession. With the virus still in the early stages of progression, the only certainty is that the pains to the global economy will be prolonged.
Is your business ready for the long haul? Data is your best ally to navigate the crisis and come out stronger. This webinar will show you how.
What will I learn?
Which areas of your business can benefit most with a data-driven response.
A framework to identify use cases that will deliver the biggest bang for the buck.
How to identify new market opportunities and customers through creative approaches with data.
AGENDA:
- Relevance of data in the current crisis
- How data science can help you stay prepared to navigate the recession
- Industry case studies from Gramener's work to help clients respond to COVID-19
Business analytics is a custom of transforming the data into business understandings enabling the end users for better decision-making. By using the modern tools and techniques, business analytics can help assess complex situations, consider all the available options, and predict outcomes and showcase critical risks for the decision makers.
Business Analytics can simply be described as a practice that includes the use of various techniques such as Data warehousing, Data mining, Programming in order to visualize and discover several patterns or trends in data. In simple, Analytics help convert the data into useful information, which can be used for decision-making. As a means of sorting through data to find useful information, the application of analytics has found new purpose
Harvesting the value from Advanced AnalyticsJaap Vink
In general, Analytics help you leverage investments that you have done already in your IT investments, on ERP, on CRM systems, on sales
force automation systems, and on all
the data collection that you put in
place.
Unfortunately, reality isn’t that
straightforward. It’s still a struggle
for most companies to drive valuable
insight into the data they have.
Measuring Success introduces nonprofit professionals to proven techniques on how to move from anecdotal to data-driven decision making and steer your organization to success. Gain insights on how to focus your limited organizational time and energies on the issues that are supported by data instead of anecdotes. Learn techniques for using data to track and measure progress over time, report impact to stakeholders, and manage toward success.
DI&A Slides: Descriptive, Prescriptive, and Predictive AnalyticsDATAVERSITY
Data analysis can be divided into descriptive, prescriptive and predictive analytics. Descriptive analytics aims to help uncover valuable insight from the data being analyzed. Prescriptive analytics suggests conclusions or actions that may be taken based on the analysis. Predictive analytics focuses on the application of statistical models to help forecast the behavior of people and markets.
This webinar will compare and contrast these different data analysis activities and cover:
- Statistical Analysis – forming a hypothesis, identifying appropriate sources and proving / disproving the hypothesis
- Descriptive Data Analytics – finding patterns
- Predictive Analytics – creating models of behavior
- Prescriptive Analytics – acting on insight
- How the analytic environment differs for each
Analytics with Descriptive, Predictive and Prescriptive Techniquesleadershipsoil
How the analytics industry has been affected by descriptive, predictive and prescriptive techniques and how these traditional analytical techniques are going to transform the industry in future
Unlocking people data possibilities can shape your
strategy and help you make more informed decisions in your organization. Gut feel is good but data-driven is better.
This presentation was part of the talk delivered by T Ashok Founder & CEO STAG Software at the HSTC 2013: "Think Testing" Conference on Nov 21 & 22 at Hyderabad.
By 2017, video will account for 69% of all consumer internet traffic. As Growth Engineering evolves, there's an increasing need to provide a positive brand experience over a number of different platforms and mediums. Whilst the communication medium may differ, the brand experience must be the same on a case-by-case basis. By establishing this level of consistency, we can help our audience to understand who we are and what our key messages are, whilst ultimately helping them to build trust in us. For this reason, we've created a set of Video Guidelines. Take a look at them and let us know what you think!
Diversity and inclusion is not a nice-to-have cultural topic – it’s a business imperative! Is your procurement organization ready to handle the changes in the workforce and harness its power? During this session, Nicole McCabe, Sr. Director, Global Diversity at SAP, will review current and future workforce trends and the strategic importance of creating an inclusive culture. Then Dawn Evans, President & CEO at SIG, will address what these trends mean to procurement organizations. She will also focus on supplier diversity and share some best practices on how to best set up a program. Join us to discuss and share experiences on how your procurement organization leverages diversity to drive business results.
O objetivo é demonstrar como elaborar um Business Case para responder uma demanda de negócio, utilizando as práticas, técnicas e ferramentas que são necessárias para a Análise de Negócio
Curso de formação de analista de negocio 3.0 (Fundamentos da Análise de Negócio)Rildo (@rildosan) Santos
Este material é parte do curso de Formação de Analista de Negócio 3.0. Ele apresenta e discute os fundamentos da Análise de Negócio baseado no Guia BABOK 3.
Em tempos difíceis aumentar a produtividade, otimizar o uso de recursos e reduzir custos são prioridades de qualquer organização, mais do que nunca, a gestão de processos de negócio deve entregar valor.
Nesta apresentação compartilho o conhecimento sobre Quick Wins, que é uma abordagem que quando aplicada a Gestão de Processos de Negócio aumenta as chances de entregar valor mais rápido para organização.
Não basta as empresas adotarem as melhores ferramentas, os Analistas de Negócio desenvolverem as melhores soluções, os Gerentes cumprirem os compromissos de data, custos e qualidade dos projetos e as partes interessadas ficarem satisfeitas. Isso é o básico. É preciso ir além da eficiência e eficácia; é necessário comprovar o ROI, demonstrar a efetividade das entregas para agregar valor real ao negócio.
Objetivo desta apresentação é mostrar, explanar mostrar como desenvolver um Business Case para entrega valor e para demonstrar ROi das soluções. Será exibido um framework, técnicas, princípios e boas práticas para construção de um Business Case e exemplos práticos de como aplicar o Business Case para demonstrar o ROI para efetivar a entrega de valor para as partes interessadas
Six steps to revenue boosting lead generation programsJaslynn joan
Here are six steps B2B marketers can take to enhance their lead generation programs.
Source<> http://blog.bizbilla.com/jaslynn-info/user/show/6977/six-steps-to-revenue-boosting-lead-generation-programs
Many of today’s business challenges can reveal a number of weaknesses throughout your back-office. You need only be aware of the signs. Increased market and competitive forces are driving more and more business executives to evaluate their support functions such as procurement, finance, human resources and information technology. Service level agreements, complex billing requirements, poor data management and dispirit systems throughout these functions can bleed cash and quickly demotivate your workforce.
10 HR metrics you should keep at your fingertipsCezanne HR
Whether you are making a shift to evidence-based HR, or just want to make sure you have your finger on the pulse of your business, there are some key metrics that every HR manager needs. Here’s our list of the top ten.
Business Intelligence is more than a fad. But to embrace it requires a significant commitment.
Every competitive business recognizes the power in knowledge. The definition of “knowledge” is both subjective and obscure. All too often, a business is unable to succinctly express what information it wants and what it will do with this information. Many earnest efforts are made to develop effective data reporting resources. The most common mistakes are costly, time consuming and wasteful.
2. 1
Dan Berthiaume, How to Capitalize on SMP Plans for Business Intelligence, MSP Mentor, 2012
2
Robert Woo, 7 Facts About Data Quality, InsightSquared, 2012
2
A study from Techaisle revealed that only 22%
of small to mid-sized organizations currently use
business intelligence solutions.1
What does this
mean for your business? If you are behind in data
analysis, it means you are not alone, and you
could easily gain an edge over your competition by
investing in your business with business intelligence.
Why the lack of adoption? Many companies have
hesitated to invest in business intelligence solutions
because of a few common issues that have caused
them concern including:
Poor data quality: Many companies feel that
the data behind their business intelligence is
untrustworthy because it is inconsistent, incomplete
and/or incorrect.
With many sources of data entry, including multiple
recruiters and/or admins entering in data by hand,
as well as the reliance on resume parsing engines,
errors are caused by misentry, lack of entry,
self-reallocation of fields for other data points or
unnecessary required fields in the applicant tracking
Fifteen years ago we didn’t analyze emails, online video or website activity.
We never considered tracking the value of our candidate source and certainly never thought
about measuring the profitability of each one of our clients. We relied on IT departments (if we
even had one at all) to manage our desktop environments and keep our databases running.
If we were lucky they could also provide us static views of business data. Today, the cloud,
smartphones and data visualization tools have made data more accessible and easier to
understand. For most small to midsized businesses, this has created a fundamental shift in
responsibility for collecting, sorting and analyzing business data.
While this creates tremendous opportunity for business leaders to gain insights into
day-to-day operations, recruiting managers and business owners have become overwhelmed
with data and frequently lack the tools needed to analyze information about their business.
Even companies with data analysis software often miss out on the true potential of business
intelligence because they don’t take the critical step of moving from insights to action.
While business intelligence may seem complex, it offers enormous growth potential if used
effectively to enable better decision making and better business performance on a daily basis.
“46% of respondents saw poor
data quality as a barrier to adopting
BI/analytics tools.”
Breaking Through Barriers
3. system (ATS). Other times it is the customer
relationship management (CRM) system causing
users to add known bad data that’s required in order
to enter in the good data that they want to save.
A 2012 BI Survey revealed that 46% of respondents
saw poor data quality as a barrier to adopting BI/
analytics tools.2
Don’t know what to measure: Often times
recruiting firms measure the wrong metrics that
don’t provide a pathway to improvement in the
organization. This causes frustration among
business leaders who then struggle to quantify
the level of return they will get from business
intelligence.
Don’t know where to start: Business leaders
are overwhelmed with data on a daily basis and
although they know that tracking key performance
indicators (KPIs) is important, the idea of
determining which ones to measure on a regular
basis is a daunting task. Because of this some firms
resort to tracking everything or nothing at all.
Don’t have enough time: Without the man-power
or a skilled data analyst onboard, many firms fear
that getting started with business intelligence is
challenging and takes a tremendous amount of time,
and the return on investment (ROI) is questionable.
3
Making Data a Weeklong Habit
Whatever your hesitations may be, it’s critical to add business intelligence into your workweek. Data quality
best practices alone can boost revenue by up to 66 percent.3
When coupled with good analytics, the return
is high. In fact, a 2012 survey report revealed that companies that invest in analytics have 33 percent higher
revenue growth, 12 times more profit growth and 32 percent higher return on invested capital than their
peers.4
Employers who embrace running their business by the numbers have a better understanding of
their team’s strengths and weaknesses and know where to improve efficiency and allocate their time. In a
competitive market like the staffing industry, you can’t afford to lag behind.
Get started with business intelligence today by focusing on one key metric per day throughout the workweek.
This will simplify the process as you learn to make data a daily habit.
This approach has a couple of advantages. First, it gives you the opportunity to cut out the noise so you don’t
feel buried. Second, this allows you to focus on key challenges and use insights to set clear goals. Forming
a good habit doesn’t happen overnight, it takes time. Dedicating time each day to one metric will help you
define actionable next steps that will drive your firm to success.
“Data quality best practices alone can boost revenue by up to 66 percent.”
“Companies that invest in analytics have 33 percent higher revenue growth,
12 times more profit growth and 32 percent higher return on invested capital
than their peers.”
3
Robert Woo, 7 Facts About Data Quality, InsightSquared, 2012
4
Krishna Rupanagunta, Meena Anantha Padmanabhan and Vinay Mony, June 2012
4. Creating a Metrics Daily Calendar
In order to become more involved and engaged with your data, it’s important to schedule time for analysis
into your daily routine. Use the metrics calendar below to track critical metrics throughout the workweek to
improve your data quality and ultimately build a healthier (and stronger) business.
Monday — Open Job Orders
Start your week off with a fresh look at your key metrics, starting with your employees’ Open Job Orders.
Think of Open Job Orders as a pipeline for each of your employees. When considered by stage (i.e. Job
Order, Internal Submission, Sendout, Interview, Placement, or whatever nomenclature you might use) this
will show you a snapshot of what each employee is working on for the coming week.
4
Knowing this on the employee level is important for a manager to plan the week out.
It can answer questions for you like:
• Can I expect placements this week?
• Does the team need to hit the phones harder this week?
• Knowing the monthly goals, how does the team look in terms of hitting them?
• Has a certain employee improved upon his pipeline from the last week?
• Who might need coaching on moving Job Orders from stage to stage?
• Which employees have a weaker pipeline?
How to Calculate
Choose a timeframe (current week or month are good) and use a Pivot Table in Excel to tally the number of Job Orders in various
stages for each employee. Of course, in order for you to impact your business, you’ll need to make sure your Job Orders are
consistently being entered when you get them, not just when they close, and updated appropriately. Otherwise your data quality
won’t be up to snuff.
5. 5
This report can also clue you in to when you might want to consider walking away from a Job Order. Drilling
into the report, is there a Job Order that’s been stuck in a certain stage for a long time, or one that has never
really gotten off the ground? Running this report each week will start showing you trends of how swiftly Job
Orders last in each stage. If one is stuck in neutral, you might want to consider moving on.
Many recruiting managers already pull overall Job Order pipelines, but slicing them by employee is often
eye-opening when you can see the division of work and stages among your team. Run the Open Job Order
report each and every Monday and then share it with your team. Let these metrics start your week off with a
clear picture of what’s ahead.
Tuesday — Sales Forecast
Tuesday’s metric is about showing you the money — specifically, the expected revenue from your bookings,
sliced by employee. Are you on pace to break last year’s benchmark?
Especially at the beginning of the year, knowing how much revenue your employees are expected to bring in
each month is important. Not only does this help you estimate whether your business is on pace to break last
year’s revenue benchmarks, but it’s also a good real-time indicator of the health of your pipeline. It reveals
action items: if the Sales Forecast is weak, you need to spend more energy generating leads. If it’s strong,
then you can shift your focus to making sure each and every placement gets made.
Recruiting firms that don’t keep an eye on their forecast run into situations where they are blindsided by
revenue gaps. Often times many staffing firms will experience high and low months – while this is often
blamed on seasonality, in reality it is typically a result of cyclical behavior of reps, months of hard core cold
6. 6
calling, followed by months with less calls and more action on getting candidates placed into the jobs. In
the end, firms are left scrambling for answers, and nearly all of the time, it’s too late to do anything about
it. Knowing your Sales Forecast months in advance gives you time to take action on an upcoming weaker
month, so that they might not be so weak after all. This predictability in your revenue stream can stabilize
your sales team and help them see the big picture.
Knowing your Sales Forecast by employee will also show you:
• An estimate of when you can expect certain revenue to come in.
• A percentage of what deals are and are not expected to close.
• A view of which employees are more optimistic (or realistic) than others.
• Which employees will have a strong and consistent January, February, or March and beyond.
How to Calculate
Sales Forecasting is a pretty tough thing to calculate correctly. You can read InsightSquared’s primer on this topic to get a general
sense of the various methods. Overall, you need to know what is in the pipeline, what the likelihood of each of those jobs will close
(this can often be predicted by past indicators on the employees, client and type of job, plus a general knowledge of how many
quick closes you might get in a given period (a job that lands on your plate next week and closes the following week).
At the end of the day, revenue matters. Your employees’ commissions and hiring decisions are based on it, as
well as the health of your company. Looking at the Sales Forecast each week will help you understand how
much each employee is expected to contribute to the top line in the coming months, giving you solid numbers
behind one-on-one performance and coaching conversations.
Wednesday— Placement Funnel
On Wednesdays, examine what you can learn from your Placement Funnel, one of the most interesting and
potentially the highest ROI report you could be running from your ATS numbers. The Placement Funnel
is a visual way of understanding the total number of Job Orders you start with that eventually become
placements, with conversion rate for each step in your process. This is much like a comprehensive ratio report
that measures the number of Internal Submissions to Job Orders or Interviews to Placements, etc. This report
has immediate implications to increasing your bottom line, thus the importance of looking at it every week.
From Job Order to Internal Submission to Sendout, all the way to a placement, this funnel shows you how
efficiently you are converting your flow step-by-step. Knowing where your weakest conversion step is will
show you exactly what part of your process needs improvement, giving you a clear action item that will
directly affect your revenue. Many times the business’ overall metrics are decent, but when you drill down to
employee or client there may be some large opportunities for improvement.
For example, say your worst conversion step is from Interview to Placement. It currently stands at 45%,
leading to 297 Placements (from 660 Interviews). Let’s say you coach your team so they know how to prep
their candidates to interview better and this conversion rate goes up by just 10%. At 55%, you’re now
seeing 361 Placements made, an improvement of nearly 22%. If you take it further and assume your average
placement fee is $X that means an additional $Y in revenue. A huge win.
7. 7
Knowing your Placement Funnel will also tell you:
• Overall, how many of your Job Orders actually make it to Placements.
• The total number of Jobs you have at each stage.
• Your Won Percentage from each stage (Job:Placement, Sendout:Placement, etc)
How to Calculate
In a given period of time (the past year works well as a snapshot), start with the number of Job Orders that were created. Tally the
number of Job Orders that moved to the next step in your process, as well as the number that didn’t. You can then calculate the
conversion rate for this step. This calculation can be difficult since you’ll have to trace the Job Orders that have converted through
each step.
If you take this even further and consider these ratios per employee and per client, you may discover
additional opportunities for improvement. For example, if you have a client whose jobs always get stuck at
the interview phase, perhaps a conversation is in order to further clarify the types of candidates they are
looking for. Or if you have a recruiter that can’t seem to get candidates through the sales person for a
Sendout, perhaps there is a disconnect between the recruiter and the sales person.
Finding the weakest point in the conversion process is something very few recruiting companies know how
to do. The Placement Funnel report can be a game-changer for your efficiency, giving you a clear view of
what needs work and what is working well.
8. 8
THURSDAY— Time-to-Fill by Employee
Do you know how your strongest employee is closing deals so quickly? The answer lies in your
Time-to-Fill report. Thursday is a good day to examine your employees’ Time-to-Fill cycles. You can
use this report to mentor employees and increase efficiency in your company.
The Time-to-Fill report shows you the average length of time it takes each employee to place a candidate
across all his or her clients. Of the placements made in the time period you select, you also see how long on
average they spent in the various stages (Interview phase, Sendout phase, etc). We would all agree a shorter
sales cycle is better. With this report, you can see which employees close jobs faster. This is a great way to
learn what they are doing right so you can share the learnings with the rest of your team.
The Time-to-Fill report will also answer for you:
• What stage is typically longest in your process?
• How was last quarter’s Time-to-Fill report compared to the previous quarter? Are we improving?
• Are employees skipping stages? (Usually a sign of poor ATS usage)
How to Calculate
To calculate Time-to-Fill by Employee, pull a report of all placements (not open job orders) that were created within a given time
frame, by stage (the furthest progress a job order has made). Average the number of days each placement spent at each stage, for
each employee. For multi-unit placements, count only the first placement in this calculation to make things simpler.
Everyone wants their employees to work efficiently. This report can show you which employees are “speed
demons” at closing deals, giving you the impetus to find out their secret sauce. There’s no reason a veteran
shouldn’t be mentoring the team with ideas on how to decrease Time-to-Fill. It’s a team effort, and you can
easily build in incentives to team leaders for decreasing the overall sales cycle length over time.
9. 9
FRIDAY— Activities Overview
On Friday’s share a weekly summary report with your team to get them motivated for the upcoming week.
Weekly emails can turn your employees from being data-averse to becoming data-driven. Look for weekly
trends in your data and learn how each employee performed. In addition, they are critical to increasing data
quality and improving your baseline activity metrics.
10. 10
If you don’t get into the habit of making sure your data quality is up to par, looking at the numbers, and taking
action on the insights you glean, then having access to all this data won’t do you much good. That’s why
today is all about making sure you are building in an automated way to motivate better data usage.
A weekly summary email is a great place to start to drive compliance in this way. Choose four to five key
performance indicators (KPIs) and automate a weekly summary to your inbox segmented by your employees
for a granular look. Email this report to all your employees, and don’t segment so each employee only sees
their own metrics — this is a race, and each and everyone one of them should want to be first every week.
This will motivate them (and yourself) to look at the number each week, which will greatly facilitate learning
the trends and patterns that emerge from your week over week data.
Things you will notice:
• Zeros where there should be a number. You’ll hear employees saying “wait, I can’t have zero subs this week. I definitely did a few
(fill in the blank).” Turns out, they didn’t log their information into the applicant tracking system (ATS) correctly (or at all). Having
this weekly summary will point out data errors and help drive data quality and also make your employees more accountable for
their ATS usage.
• Big numbers where there should be medium ones: Some employees log internal submissions as external ones increasing the
number — when it’s directly compared to their colleagues (especially with a zero next to internal submissions), bad ATS usage
quickly evaporates.
• Trends in your data. Do your numbers dip each Friday? Maybe you’ll see that employee A always logs higher numbers on
Wednesdays for some reason. Simply looking at the data week over week will get you to notice important trends that can have a
positive impact on your business if acted upon.
• Healthy competition. Having this type of activity summary emailed to all employees is like having a leaderboard constantly updated
and available. Everyone wants to be at the top of the pile. Making sure your team is aware of each other’s numbers will go far in
driving a healthy sense of competition in your office (and an increase in overall activity). Bayside Solutions, a technical staffing
company, saw an immediate increase in production from staff after implementing InsightSquared including a 100% increase in
submissions and 68% decrease in data errors.5
How to Calculate
Pick a small number of KPIs you want your employees to focus on and run the report at the end of each week for the previous
seven days (alternately, you can choose to send it each Monday morning for the same results). Keep in mind that you should
choose your KPI’s carefully, they should reflect events in your business that impact your ability to make money. Even if you need
an intern to pull the report and send it manually each week, it will be worth the effort when you start seeing your team shift into a
data-driven mentality.
5
Track, Forecast, and Manage Your Team’s Activity, Bayside Solutions Case Study, 2011, Bullhorn, Inc.
By the end of this workweek, you should have a great base of reports that will get your company making
decisions due to the numbers, rather than gut feeling.
11. 11
For More Information
Contact Bullhorn to learn how you can run your business by the numbers with analytics.
Adding InsightSquared to your ATS and CRM can quickly provide these metrics and
additional analytics, to help you get the most out of Bullhorn.
InsightSquared for Bullhorn:
• Scrubs your data automatically, notifying you of any data entry errors to help keep your data quality at 100%.
• Automatically tracks the actionable goals important to staffing firms recruiters and salespeople:
Job Orders, Internal Submissions, Sendouts, Interviews, and Placements.
• Displays activity ratios at the click of a button.
• Shows expected value of pipeline over time, by client, or by employee. And advanced filtering options show
Job Orders by client, by team, or contract versus permanent.
• Provides daily email summaries of employee activity, and an online employee dashboard, that aggregates
important stats and activities.
www.bullhorn.com/products/business-intelligence
1.888.GoLive8 • sales@bullhorn.com • @bullhorn