IMO within Recruitment – KPI’s are activities whilst Milestones are the results that come from them.
KPI’s measure how many activities are delivered to engage with clients and candidates by phone, email, social media and meetings (even virtually).
These are the key building blocks and critically how we build mutually beneficial business relationships and should be how recruiters self-manage, plan and target their day and week.
Key weekly ‘milestones’ include building a quality candidate portfolio through gaining referrals and client mapping details, qualifying clients who’ll benefit from our expertise, delivering candidate shortlists and interviews attended.
These are the results that come from the activities measured as KPI’s.
Recruiter’s styles of delivery and skill levels differ greatly, as widely as do their personalities and experience, so their conversion rates of KPI’s into Milestones varies widely. Thus managing them should be varied and targeted to each accordingly.
By way of self-management, Recruiters will track their daily and weekly KPI’s within their quarterly plans and will focus on their conversion to these key ‘milestones’ as the building blocks for their desk and revenue pipeline.
The best support for Recruiters is to develop them in delivering these Milestones through investment in L&D whilst highlighting their Milestone achievements and less on blanket and minimum KPI’s.
How much time do you allocate to managing KPI’s versus the Milestones?
