It's a well-recognised fact that human beings are success seeking creatures according to Maxwell Maltz in his world-famous book Psych Cybernetics.
This being the case, it's therefore essential that your recruiters understand what success looks like in your organisation and how to achieve it; enter the power of a successful billing team meeting.
Why Run a Billing Team Meeting in The First Place?
Billing team meetings are an underutilised performance improvement strategy in many recruitment and staffing companies.
We live in a frantic world and depending on your start time, many recruitment consultants, resourcers and managers rush in, grab a coffee and then start work; often picking up the ‘things' from their ever-growing to-do list, which they didn't get finished the day before.
Some days that is fine; however, if it goes on for days and days without a ‘sales get together' you are missing a huge opportunity to inspire your team to the bigger vision and goal and, to even greater billing success for both them and your organisation.
Let's be clear we live in a commercial world where business performance relies on the engagement and performance of your recruitment team.
Logically then the premise of a meeting like this is to improve both motivation, focus and performance, specifically sales performance; whether that is bringing in more placeable candidates to work with your company exclusively or selling your recruitment service to a high-quality client who appreciates what you can deliver.
From your perspective as a recruitment manager, you can get a sense of what is happening in your team; who is soaring and knocking it out of the park and who are struggling to deliver.
So where can you start the process of instigating regular billing team meetings?
Here are six areas to consider.
How Often Should You Run Your Meetings?
This will depend on your team, its size and the general company culture that you want to create. One manager I know runs a ‘small' 10-minute meeting every day.
It's upbeat and energetic: Everyone stands up too, which keeps the meeting pumping and flowing.
His team is small, and the culture is ‘family-like' so this works perfectly.
Another organisation meets once a month in a more formal setting, with presentations and reviews. Skills training takes place, and individuals will give a 10-minute presentation on recent successes, the director is often there, and it's used as an opportunity to celebrate success.
There are no rules to follow here. It depends on what works for you and your team. If you are adding new recruitment consultants into your company, which many of you are, the more frequent the meetings are, the better.
Remember your Millennial recruitment team want to feel included and part of a team and running billing team/sales meetings like this is an excellent way for them to feel both included and involved.
What Should You Include?
This will come back to your outcome in running the meeting in the first place. The purpose of a meeting like this is to prepare, help, motivate and inspire your billing team to make more profitable and consistent placements. PERIOD.
In other industries outside of recruitment, all too often sales meetings turn into boring lectures and include little practical help or motivation strategies and dare I say it; fun!
Here is a meeting template that works really well.
Have an Agenda
When it comes to running any successful meeting, consistency is critical.
Remember, as a billing manager; you are a mirror for your team. If they see you demonstrating organised and consistent behaviours, they will too. If they know what to expect and the flow of the meeting, they can prepare ahead of time.
Start on a High
It is a well-known fact that positive energy creates a buzz and an upbeat work environment. Happy people are more productive. No matter how competitive your team are, everyone likes to see people doing well. Share the latest successes, both big and small.
It's a great opportunity to include your new starters too, remember: Everyone must start somewhere.
If it's the fact that Jamie or Jayde made 50 calls and got a couple of meetings or that Michela and Becky sourced four great candidates no one knew about; celebrate.
Make a fuss about it and then don't be surprised to see positive successes like this starting to pop up all over the team.
Fast Start Training
The meeting gives you a great opportunity to challenge and stretch the team with input on a new technique. That might be on a LinkedIn connection strategy or a new way to open a call with a prospective client. This activity is about ongoing development (remember Millennials love this).
The Focus of the Day/Week/Month
Every recruitment company has goals to achieve, and these must be communicated along with your vision to the team. What better way to update everyone than at a meeting?
One team I know have an incentive trip planned at the end of the summer. At each meeting, the managers appear wearing different summer outfits and pictures start appearing related to the venue. Plus, at each meeting, one of the team does a 5-minute upbeat presentation on the area they are going to; in this case, Majorca. So, for example, five ‘must see' beaches, bars or restaurants!
This leaves everyone inspired about the end goal and especially their part in making it happen.
It's not uncommon that at the beginning of the year the original plan was communicated and then somehow gets put on the back boiler. Keeping people updated on how everything is progressing has a double benefit; it keeps the momentum going by keeping everyone engaged and excited and often enables a plan to happen.
If you don't have a regular meeting, instigate one as soon as possible. Get the team involved. Set an agenda and be consistent. If you think every day is too much, don't do it; build up to that. My suggestion is to start with once a week and set a specific time. The earlier in the week, the better, so you can ‘feed' on the momentum it brings.
5 years into building my recruitment company, I hit a wall. I just couldn’t grow beyond 10 people. Every time I plugged a leak another would appear. I was at the end of my tether when I got a call from a business coach & trainer.
With her help & guidance, over 12 months we doubled in size, made £375k extra profit, controlled cashflow & sanity! These are the type of results I can help you achieve too.