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Retain Train Recruit's L&D Health Check - Is your Business ready to scale?
Start to diagnose those things that could get in the way of growth or burn your time & money - Fill in 12 questions to get your immediate L&D score
Retain (how you stop the leaks)
What is the career pathway in your business?
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What is the career pathway in your business?
A
We have clear & transparent tracks for both Management and individual Contributor
B
We have a generic target document, but its mostly about billing
C
The only way to progress is to become a billing manager, even if they don't want to
What happens when a biller suddenly plateaus or even dips for 3 months?
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What happens when a biller suddenly plateaus or even dips for 3 months?
A
We audit their desk metrics in detail, find the leak and coach them through it
B
We put them on a PIP (performance improvement plan) and add pressure
C
We ignore it and hope they turn it around or pull a rabbit out the hat at the end of the 3rd month
If you, the Director, went on holiday for a month with no laptop or email access, What happens?
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If you, the Director, went on holiday for a month with no laptop or email access, What happens?
A
Revenue stays the same. the systems run the business
B
Revenue dips, but nothing catches fire
C
Total chaos! Pipeline grinds to a halt, the activity on the sales floor is quiet
Looking around the team now, over the last 3 months, how are the they performing?
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Looking around the team now, over the last 3 months, how are the they performing?
A
Most are above 80% of their Revenue target
B
Most are between 60%-80% of Revenue target
C
I'm not really sure as Targets aren't super clear or it would take me 30 minutes to get my hands on this information
Train (How you build billers)
What does week 1 look like for a new starter?
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What does week 1 look like for a new starter?
A
A documented, day-by-day onboarding plan with clear deliverables
B
Some systems training then they sit with a senior consultant
C
We tell them to crack on, showing them the system and sit them next to a biller in case they ask questions
How much structure training do your senior billers get?
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How much structure training do your senior billers get?
A
Regular Performance coaching to unlock marginal gains
B
Only when their numbers drop or they need a kick
C
None/barely any. They bill, so we leave them to it
How are your Billing Managers trained to actually manage people?
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How are your Billing Managers trained to actually manage people?
A
We invest in a specific Management course and they have on-going mentorship
B
We give them some tips, mostly they learn on the job.
C
They were good billers so we gave them a team and hope the team bill.
What's your teams relationship like with Business Development?
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What's your teams relationship like with Business Development?
A
They love it, we are super proactive as a unit and win lots of new work
B
Some do it, They struggle and I'm not sure they enjoy it
C
The only way they do it is if I moan and make them
Recruit (How you hire your team)
What does your interview process actually look like?
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What does your interview process actually look like?
A
Structured and always the same, competency questions, Task based stage and time with their potential team
B
A couple of meetings, usually 1 informal and 1 formal and I do them all and make the decision
C
I meet them once and if I have a good gut feel I'll go with it
Be honest: What are you selling them in Interview?
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Be honest: What are you selling them in Interview?
A
The reality of a desk, detail of the support they will get, company vision and success stories
B
One or two of the thing in answer A, I don't really have it all documented to show them
C
Mostly focus on commission structure/OTE and the fact we have beers on a Friday
Of your last 5 hires, how many have successfully passed their 6 month probation through good performance
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Of your last 5 hires, how many have successfully passed their 6 month probation through good performance
A
4+
B
2-3
C
1
Are you hiring clones, or building a diverse sales floor?
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Are you hiring clones, or building a diverse sales floor?
A
We hire for specific sales competencies regardless of background - so my sales floor is diverse
B
I try to hire people who remind me of myself when I started out in Recruitment - similar profiles across the sales floor
C
We just need "grafters"
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