Increase Productivity with the Resources You Have(1 / 2)

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.