Frederick Winslow Taylor (1856-1915) was our country’s first “Efficiency Expert.” He was born to a wealthy Quaker family in Germantown, Pennsylvania. His passion was “time study,” which is literally using a stopwatch and doing continuous observation of tasks, in an effort to find the shortest, most efficient method of accomplishing those tasks. For Winslow, it was a cold-hearted, dehumanizing, cut and dry numbers game that was controversial, but no one could dispute the fact that his methods worked. Over time the term “efficiency expert” became synonymous with people losing their jobs because in years past, efficiency meant more work done, with a smaller workforce.
Today’s high-tech way of doing business has already stream-lined the workforce. Now instead of efficiency translating to layoffs, it instead means driving profits higher. Consider the situation from a Sales point of view. For the salesperson, a more efficient process simply means more calls, more conversations, more new business relationships, and more closed deals.
Everyone knows you get more bang for the buck when you buy concentrated products and energy-efficient appliances. So what happens when you increase human efficiency by concentrating effort? Power Hour is born.
Hang up the “Do Not Disturb” sign, ignore inbound emails, and don’t answer any incoming calls. Schedule a few hours a week where you are simply unavailable. Next step – use Salesforce’s list building capabilities. Build lists based on status – remembering to add a status field to your contact’s page that is typical of the one you have for your leads. Export the lists into ShadeTree Technology’s Incite2 – and because everything you need is on one page, you get to experience calling momentum at its finest. It’s next to impossible to not triple your call volume. More calls, more conversations, more sales.
It’s time to appreciate the wonders of the technological age by embracing the efficiency it naturally makes possible. Make Power Hours a new Best Practice.