One of the cornerstones of Danny's training has been the accumulation and evaluation of "Numbers."

So, what does it mean to keep your numbers? Most simply, each day you count up the number of calls you are making.

It's most effective if you keep track of each type of call you are making, as well as the number of sendouts (interviews) and placements you are making. The importance of this data is to show you a ratio of your effort to your production. Once analyzed and compared, you can pinpoint areas of weakness and follow a targeted training regimen to improve. The keeping of numbers also makes the recruiter acutely aware of exactly how much they are getting accomplished each day. or more importantly, NOT GETTING ACCOMPLISHED. Let's face it, one of the greatest pitfalls of our business is the abundance of distraction. If not managed, recruiters may find themselves far off task, with hours of time slipping away.

1. Without numbers, a recruiter blames non-production on personal or environmental issues (ie, office politics). Numbers provide a track to run on, a haven of certainty.

2. If kept over time, numbers allow a whole organization to recognize upcoming changes in the market. (For example, the "call to job order ratio" is the primary way to predict an upcoming downturn or recessionary market.)