If It Don’t Make Dollars, It Don’t Make Sense!
2026
–A Seven Part Series–
Part Seven
by
Bob Marshall
April 28th, 2026
Part Seven – Inspect What You Expect
Let’s be blunt—this business is hard to manage if you don’t measure it.
Recruiting isn’t like manufacturing. There’s no assembly line. No visible output every hour. Which is exactly why so many recruiters drift…stay “busy” …and still don’t produce.
Activity without accountability is just motion.
If you want results, you have to inspect what you expect.
That’s where a simple tracking system becomes invaluable.
The 100 Point Discipline
Years ago, I was introduced to what I still consider one of the most effective performance tools in our profession—the 100 Point Sheet.
The premise is simple:
You assign point values to activities based on how directly they lead to a placement. For example:
- Marketing Attempt: 1 point
- Marketing Presentation: 1 point
- Job Order: 10 points
- Send Out: 15 points
(You can adjust these values slightly—but don’t overcomplicate it.)
At the end of the day, you total your points.
- 100+ points? You are behaving like a producer.
- Under 100? You’re not doing enough of what actually drives revenue.
No guesswork. No excuses. Just math.
And here’s the real power of it—it shifts your focus away from intentions and squarely onto executions.
Why This Matters More Today Than Ever
Today’s recruiting world is full of distractions—LinkedIn scrolling, endless research, AI tools, internal meetings, CRM updates.
All useful. But none of them close deals by themselves.
Placements still come from:
- Conversations
- Presentations
- Send outs
- Offers
The fundamentals haven’t changed. Only the noise has.
The 100 Point Sheet cuts through that noise and forces clarity:
Did you do the work that leads to placements…or not?
A Short Story to Drive It Home
Years ago, I worked with a recruiter—we’ll call him Tom—who insisted he was “working hard.”
Long days. Lots of research. Always busy.
But his billings told a different story.
So, I asked him to track his activity using the 100 Point system for just two weeks.
Reluctantly, he agreed.
At the end of Day One, he came back with 47 points.
Day Two? 52.
Day Three? 61.
For the first time, he could see the gap between effort and effectiveness.
The next week, something changed. He became intentional.
More calls. More presentations. Less “busy work.”
By the end of Week Two, he hit 100 points three days in a row.
Within 30 days, he made two placements.
Within 90 days, he had his best quarter in two years.
Nothing magical happened.
He simply started inspecting what he expected of himself.
Closing Thoughts
So, there you have it—the fundamentals of building a high-production recruiting desk:
- Focus & Concentration
- Daily Marketing Discipline
- Phone-Based Productivity
- Scintillating Presentations
- Market Delimitation
- Volume of Activity
- And finally…Inspection of that Activity
Individually, each principle matters.
Together, they are powerful.
It is my firm belief that if you consistently execute on these basics, success is no longer a question of if—but when.
A Final Word
If you’d like a copy of the 100 Point Sheet—or want help implementing these disciplines into your own desk or team—I’m always happy to share what’s worked over the years.
Next week: We Begin a New Series – Stay Tuned
Bob Marshall began his recruiting career over 45 years ago at MR in Reno, NV. In 1986 he established The Bob Marshall Group, International, where he has trained recruiters throughout the United States and also in the United Kingdom, Malta and Cyprus. With a dedication to executive recruiting, he continues to offer his proven training systems to individuals, firms, and private corporations both domestic and in select international territories. To learn more about his activities and descriptions of his products and services, contact him directly @770-898-5550/470-456-0386(cell); bob@themarshallplan.org; or visit his website @ www.TheMarshallPlan.org.
Bob Marshall
President
TBMG, International
247 Bryans Drive, Suite 100
McDonough, GA 30252-2513
770-898-5550
520-842-5550 (fax)