Plus-one beefs up telephone collections
Tell your Collectors to make a blip on a piece of paper... every time they contact a debtor by phone. This is a blip: /. At week's end, total the blips.
The following week, have Collectors determine to set the following goal: Make one more debtor contact this week. As weeks go on, goals continue to be just one more debtor telephone contact than the week before.
Every three months, destroy the entire record. Start all over, as though this approach had never before been taken. Why? Because an exceptional week would not be "beaten" for a long time. People would quit.
Collectors won't make the goal every week. Most times, though... they will. Over a period of time,Collectors will make more telephone contacts with debtors.
More telephone attempts mean more debtor contacts. More debtor contacts mean more cash collected. And this simple harnessing of motivation will show, in the Collection Area... more dollars collected without Collectors working harder and longer.
Call this approach "Plus-One." Assuredly, the plus is often much more.
Can Plus-One be used on other jobs? Sure. Any job, any level. Just isolate any important measurable function and take a shot at Plus-One. You'll find an increase in overall performance.
