Been Busy

Well, as much as I would like to say that I have been busy putting people in the Army and thus making my life easier, I cannot. Mostly I have been overwhelmed with all of the nattering ancillary tasks that are the part and parcel of recruiting. Truthfully, it often feels as though our biggest problem is all of these "associated" tasks: filling out the planning guide, school folders and LRLs, not to mention ARISS. If we didn't pencil-whip this stuff, we'd never be caught up. As it is, we now waste several hours per day ensuring that this stuff is straight, so that if such-and-such occurs or so-and-so decides to drop by for a visit, your books are at least in order. Though, under careful examination, one might conclude that these other tasks--in fact--contribute to our difficulty putting people in the Army. Consider this scenario: a recruiter has to catch up with his books because some big wig is coming for a visit. He also has some hot leads, but he knows he will have to spend some time with these leads to make them pay off. What do you think he would do? He'd spend the time fixing the books so that he can avoid an ass-chewing. That's what soldiers do, particularly in this business where time is sooo valyooahbull. Ipso, ergo, he might have missed out on a contract or two...but at least he avoided an ass-chewing.

Back to work...

You know, I had thought about it. I hope my fellow non-commissioned officers reading this don't think that I am a dirtbag. I am the same person now that I was three years ago. I have always been prone to point out things that I thought were wrong, but I have always offered solutions. I've always been the "squeaky wheel", but I've always offered my own "grease". Anyway, this site is not supposed to be an indictment of me, but of recruiting. I just wanted my audience to know who they were dealing with. Those who know me best would say, and my father is the greatest example, that the Army has finally given me "something to really complain about." When I return to the Army, I will be the same person I was when I left...only less inclined to sweat the small stuff. I am and will continue to be a hard charger who gets it done.

For what it's worth, here is my suggestion for the Army to improve recruiting in NY. #1. They need to hire PROFESSIONAL telemarketers to make these appointments. A professional does not need to be taught how to "sell", only what the product they are selling has to offer to their market. That way if someone's not successful, they can be fired. #2. Use field recruiters to conduct appointments and focus on generating walk-ins (as they say, there is no such thing as a "walk-in"). Then field recruiters could use their time between appointments to conduct referral prospecting and area canvassing (you know, setting up standees with Army info to get people to call and walk in; i.e. generate interest) #3. Reduce the amount of "training" foisted upon field recruiters. As was previously mentioned, a lot of emphasis is put upon time management, so why do the powers that be see the need to suck up so much of our time with "training" (although some of this "training" is useful, most of it focuses on successful recruiters gloating about their successes and denigrating those of us who are not) and miscellaneous other trips to "the flagpole" for this, that, and the other. #4. Send fewer field recruiters to NY. This would save the Army copious amounts of money in BAH (housing money), special duty pay, COLA (cost of living diff.), not to mention moving expenses, and TDY to and from Ft. Jackson for recruiter school...plus the actual cost of the school itself.

With a telemarketing "center" located perhaps on Ft. Hamilton made up of civilian contractors, the Army would need 10%-20% fewer recruiters in the NY area. Civilians would not have to be sent to recruiter school, they could be given a few weeks of training right there at Hamilton, then cut loose on the phones to do their thing. No need for DOD to carry medical or dental, or housing, etc. See where I am going? Those soldiers left would only have to conduct appointments and get known in their communities. This would save the Army enormous amounts of money, and would result in far fewer NCOs burnt out from recruiting. It makes no sense when we are war, to pull seasoned veterans from the line. Now, not only do they have to fill the vacancies normally incurred by the Army, they have to fill their own seat as well. Since coming to recruiting, I have met more NCOs who intend to fulfill their term of enlistment, then separate from the service. Without exception, these NCOs I have spoken to have stated that they had planned on reenlisting until they arrived in NY for recruiting. With this in mind, it seems as though the NY recruiting sytem or mentality--whatever you label it--contravenes the Army's recruiting/retention goals.

Remember: Your time is valuable.

We hear it constantly out here in la-la land. "Your time is valuable. Plan your time well; MANAGE your time. Once your time is gone, you can't get it back." We're constantly reminded that we shouldn't "waste" time with this or with that...while it's prospecting time, at least. As soon as we can't prospect anymore though, all bets are off. My oh-so-intelligent boss tells us yesterday that he will "Tttrrryyy to have us out by 6:00 PM." So we can have time to get ready for tomorrow, 'cause we have something to attend early in the morning. Anyhoo...7:30PM rolls around and he tells us to finish up for close. We start to review the days events, which takes mere minutes, then Bossman decides he wants to discuss some things with us. Instead of preparing notes with which to quickly and concisely discuss whateve his key points were, the man procedes to ramble on and on and on about nothing. Well, I am sure that he said something important in there somewhere, but I forgot it...or more precisely, it got buried in the rubble as the Bloviator...well, bloviated. That, and the fact that as he was drawing to a close, some kid's mom called, and the two of them just had a good old conversation. The problem was that as they sat on the phone jawjacking, the rest of us were left to pace around the office...for like 30 MINUTES!! Then, rather than letting us go as he whispered sweet nothings into Mom's ear, the genius just lets us pace about like caged cats. Then, as if to add insult to injury, he releases us as soon as he gets off of the phone. I could've skinned him alive. That's leadership for ya'!!

Speaking of leadership, for you 79Rs out there, here's a simple equation for you:

salesmanship≠leadership

I don't think I need to insult anyone's intelligence by explaining this. Leadership is accomplishing the mission by providing purpose, direction, and motivation (in a nutshell). Salesmanship is the ability to influence others to want something that they otherwise may not. Similar to motivation, which is the ability to influence others to do something that is outside of their nature or desire, but not the same. The latter, most NCOs can do; the former, is something that one is either good at, or not. Simply put, we can create a negative desire, that is something that most can be taught how to do("You will do this, or else, Private!")-and is easily enforced. Creating a positive desire is something that can only be taught to a certain extent, then one is either good at it, or not---THAT, is the essence of salesmanship. Like the old saying, "You can lead a horse to water, but you can't make him drink." New York just ain't thirsty...