90 day plans
The discussion focuses on the effective management of underperformers in recruitment through a structured 90-day plan. The plan is designed to give underperforming recruiters a clear path from suboptimal to acceptable performance levels. The process begins with a private meeting to clarify issues based on data, with a focus on specifics like hitting financial targets and activity benchmarks. An essential aspect of the initial steps includes engaging in a two-way conversation where the underperformer can share thoughts and reasons for their performance issues, instilling a sense of empathy and understanding.
Feedback and open communication are key, with adjustments tailored to identified needs and potential areas for support, such as enhancing activity levels or providing targeted training. Importantly, the relationship is handled with clarity and honesty about expectations and outcomes, framed positively as an opportunity for significant improvement, but with clear consequences if sufficient progress is not made.
The process not only aims to improve performance but also strengthens managerial relationships and reinforces a support structure in the workplace. Most individuals improve significantly when the plan is properly executed, leading to higher productivity and retention. Those who do not show improvement are managed out in a structured manner. Overall, the recruitment sector can benefit greatly from such focused performance management techniques.