“Passion for Performance – How to get Quantum Leaps in Performance through Analytics! by Jon Bartos
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“Passion for Performance – How to get Quantum Leaps in
Performance through Analytics!
byJon Bartos
Studying top offices and the TOP BILLERS in the World.
• Top 63 Billers and Top Offices
• Top 1% Billers
Analytics Principles:• Activities, Results and Ratios• Principle of Critical Mass• Principle of Incremental
Increase (How Most get Managed)
• Critical Success Factors• Principle of Quantum Leap
Theorems
QLTs are in Everything
“Without Data, you are blind and deaf in the
middle of a freeway.” Geoffrey Moore –Crossing the Chasm.
Most Managers and Individual Billers
only Focus on Increasing Activity
Solving Common Biller Performance Problems
Quantum Leaps Theorems - The Key to Rapid Growth - And Billings $$$
• Its not about Conventional Approaches
• Its not about doing the same thing and
expecting different results
• Its not about doing more and more and more
• There are six areas that QLTs lend themselves in
recruiting.
• They are best improved when focused on a
Skillset – After Critical Mass is Reached!
• How that Math works
Recruiting: What the Metrics Tell Us
Assume : Candidate = 50% and Job Order = 50%Math: Improved Job Order to Placement Ratio
From 12/1 to 1.5/1 = 8 or 8x Increase or 800% BETTER! *** Will Increase your billings x 4!!! (Assume Job Order is 50% of Billings)
• Activity Metrics - Volume# of Calls, Connects, Marketing and Recruiting Presentations
• Results Metrics – Getting it Done?Send outs, QCs, Placements, Cash in
• Ratios - How good is our quality?“This is where the Magic Happens and
Real Progress versus just Work Harder”
Quantum Leap Theorems……….
New Versus Tenured
“Everybody is looking for instant success, but it
doesn’t happen that way. You build a successful life
one day at a time.” - Lou Holtz – Notre Dame
Metrics that Measure SKILLSETS
• Research and Planning Skills: Calls, Presentations, TBC• Marketing and Recruiting Value Proposition: Any
Communication/Interested Return Communication• Marketing Skills: Marketing Presentation/Job Order• Recruiting Skills: Recruiting Presentations/Quality
Candidate• Quality of Searches: Job Order/Placement• Average Fee: Measures ability to Negotiate
Total Fees/Placements• Matching Skills: Submittal/Send out• PDA (Efficiency): Revenue/Number of People
The Quantum Leap Theorems
QLT’s: Skill AVG Increase in Effectiveness Zebra Synergistic Cand/CLient 2-4x
C/R Value Proposition 20/1 to 2/1 – 10x
RP/QC Recruiting Skills 10/1 to 2/1 – 5x
MP/JO Marketing Skills 12/1 to 2/1 - 6x
JO/PL Quality of Searches 12/1 to 1.5/1 – 8x
QC/SO Matching Skills 3/1 to 1/1 – 3x
Avg Fee Negotiating Skills 50%
What will Analytics and QLTs do for you?
Owners and Managers:• You now will know exactly where
your team is at , strengths, weaknesses and developmental issues. Switch from Management to Real Coaching.
• It will create a culture of Performance in your office – to all your people to reach their real potential
Individual Billers• If your New – you will come up to
speed 50% faster• Tenured folks – small tweaks will
make huge increases in billings• Big Billers – Become Bigger Billers
Average Increase 2 – 10 x Billings
Where do we go from Here?
- Start Using and Measuring Analytics: Activities, Results, Ratios and Quantum Leap Theorems
- Hit Critical Mass quickly - Focus on one QLT at a timea. Zebrab. Job Order to Placementc. MP/JO d. RP/QC- Get in a great coaching program
to help you achieve faster!
Certified RPM Coaches: Mike Gionta, Bob Marshall, Jordan Rayboy, Brad Stevens,
Greg Doershing, Jeremy Sizemore and Jim Jocek!
One Tool Measures all Analytics and QLT’s www.rpm-usa.com
- Measure all Activities, Results, Ratios and QLTS
- Helps Set Goals and Calculate Metrics
- Gives a Series of Weekly Dashboard Views
- Gives Written and Video Based Training on areas that need Development
Certified RPM Coaches: Mike Gionta, Bob Marshall, Jordan Rayboy, Brad Stevens,
Greg Doershing, Jeremy Sizemore and Jim Jocek!
The RPM Dashboard
The RPM Dashboard
The RPM Dashboard
Immediate Written and Video Training and Development – Your path to your Potential!
“Give me six hours to chop down a tree, I will
spend the first four hours sharpening the axe.” Abraham Lincoln.
The New RPM MOBILE Dashboard
Mobile Apps for RPM
- Weekly Metrics Counter
- Input Weekly Data
- View Dashboard
FOR WEBINAR ATTENDEES ONLYINCREDIBLE OFFER !!Deal 1. RPM Mobile DashboardIndividuals: 50% OFF (59.99 to 29.99/359.40 per year)Teams: 50% OFF Firms: 50% OFF Free Monthly Coaching Group Call for Users(Summit Club/Coaching PKG/Making it Rain – FREE)Deal 2. Making it Rain – Seminar! Red Gate Adv- 3 days of QLT Training- June 4-6 and October 4-6
$4999.99 NOW $2799.00
https://tinyurl.com/passionforperformance
Jon Bartos
Founding Partner
Revenue Performance Management
Global Performance Search
Jonathanbartos.com
513.515.1267
www.jonathanbartos.com
www.rpm-usa.com
TODAY ONLY OFFER!!!
https://tinyurl.com/passionforperformance
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