KPIs That Actually Move the Needle | COAR S1-EP6 Preview

Every successful recruiter knows that consistent business development is the foundation of their success, but how do the habits and strategies evolve as careers progress? This candid conversation reveals the real numbers behind prospecting discipline at different career stages.

We dive deep into the evolution of a recruitment professional's business development approach—from the hustle of making nearly 700 BD calls annually in their early years to the more strategic focus required when managing teams and accounts. You'll hear specific metrics that drove success, including aiming for five BD and five candidate calls daily when building a desk from scratch, and how those targets shift with experience and increased responsibilities.

What stands out is the unwavering commitment to daily prospecting, regardless of seniority. The guest shares their personal discipline of blocking 10-11 AM every day exclusively for BD activities, establishing this as a non-negotiable part of their routine. There's a refreshingly honest admission about the regret that inevitably follows when this discipline slips: "I know every single time I don't do it, I'm going to be annoyed at myself."

Whether you're new to recruitment or a seasoned manager, this conversation offers valuable insights into maintaining the prospecting discipline that separates top performers from the rest. How many BD calls are you committing to this week? Listen now to benchmark your approach against industry veterans who continue to prioritize this essential activity.

Chapters

• 0:00 KPIs for Recruitment Prospecting
• 0:34 Early Career BD Call Volumes
• 0:56 Current Prospecting Strategy
• 1:44 Weekly BD Call Goals

Transcript

KPIs for Recruitment Prospecting

Speaker 1 0:00

Okay, so just to wrap up the prospecting side of things, do you have KPIs system numbers, some sort of measurable, that you go? I need to do this amount of cold calls, cold videos, voice notes per week and what does that look like?

Early Career BD Call Volumes

Speaker 2 0:16

The only thing that I actually actively track is BD calls and meetings, obviously. But we as a business we're not like like really really hard and fast on KPIs, not like some of the bigger players, but we have our own individual ones that we want to work toward. When I first started at iFarm, I used to aim for literally five business development and five candidate calls every single day. I took a screenshot of my activity for my first like four years in recruitment and you can see like I used to do nearly 700 BD calls every single year, which ideally I mean, that's not obviously five a day, but it was aiming for five every single day. Some months I'd had like over 100 and something BD calls and I'd just be on the phone to absolutely everyone that would listen to me.

Speaker 1 0:54

So what is your KPI now?

Speaker 2 0:56

So I don't really have a solid KPI now, other than I want to have at least two business development calls now per day, just for me, because I'm not building anymore, right? So the block that I have, which used to be 10 to one, depends on, obviously, what I'm doing. I've a team now that I'm managing. I still do business development every day and you are silly if you don't like I shoot myself in the foot. If I ever do a week or two where I don't cause, I'm like why I know every single time I don't do it. I know I'm going to be annoyed at myself for not doing it. So what I have as an absolute minimum with my team and this is actually just to keep myself accountable as well as a block of between 10 and 11 every single day that you do bd as an absolute minimum.

Weekly BD Call Goals

Speaker 2 1:34

Obviously the guys on my team that are building need to be doing more, um, but because I'm managing, I'm account. Managing bd. Yeah, I'd say like for me at the moment. My goal for this week was 25. I'm a little bit behind.

Speaker 1 1:48

Where are you at now?

Speaker 2 1:50

10,? I think 10?.

Speaker 1 1:51

You've still got two days. I've still got two days.

Speaker 2 1:53

And I can bash out like 10 BD calls in a day. Yeah, I mean probably even more, yeah, so I'm not concerned.

Speaker 1 2:06

You've still.