IncreaseProductivitywiththeResourcesYouHave
Whenaskedto“domorewithless,”mostpeoplefocusonthelessresourcesaspect.Abetterapproachistolookathowtoachievemorewiththeresourcesalreadyavailable.Thiswillrequirethatyouanalyzeeverythingthat'sdonecreatively.
Traditionally,productivityhasalmostalwaysbeenthoughtoffromthecostside—reducingexpenses.Revenueproductivity,bycontrast,aimstoincreaserevenuesfromthesamelevelofcosts.Oralternatively,revenueproductivitycanalsobeachievedifrevenuesincreasedramaticallybutexpensesincreaseonlyincrementally.
■Revenueproductivityrequiresadifferentmindset
Itinvolvesanalyzingeverythingabusinessdoeseverydaytofindwaystogetmore“bangforthebuck.”Forexample,thecallcentermightbereorientedfrom“Let'sseehowfastwecangetthispersonoffthephone”to“Let'sseehowquicklywecanconvertthiscallerfromapotentialcomplainertoanevangelistwhowilltellhisorherfriendsaboutus.”
Itrequiresbrutalhonesty.Forexample,ifyoureplacelowlypaidsalespeoplewhoarepoorlysuitedtotheirjobswithsuperstarswhoareaperfectmatch,therewillbeagenuinespikeinthecompensationpaid,butthecorrespondingincreaseinsalesrevenuesmightbemuchgreater.