A good example wherein a teacher can be called efficient is when she always comes to her class (and leave) on time, with well-prepared lesson plan, instructional materials, engaged time on task, and everything is organized regardless of output or result produced in the teaching-learning process. Basically, a teacher is effective when she gives her best in teaching and able to make her students learn or master the skills and turned them meaningful, relevant and applicable in real life situations.
However, by pursuing efficiency at all costs (irony intended), some of these companies are missing a valuable chance to take a step back and look at their overall effectiveness from a big picture perspective.
The Holy Grail for every company is to always pursue the top right box – pursuing the right goals and being efficient, by making use of technological advances, not wasting time, and having better alignment and collaboration of between employees.
If your reps are tasked with making 70 calls each day, and they easily hit their numbers, they are effective at their jobs.
Some might even go above and beyond and make 80 or 90 calls each day.
Many companies have their hearts in the right place – they know what goals they want to achieve, but are inefficient in achieving those goals.
Other companies are tightly run ships, with all employees working together, humming along and all singularly focused on the task at hand…but what if the task at hand is the wrong goal?
For a practical example, consider the differences between activity effectiveness and activity efficiency among your sales reps.
Every sales team has daily, weekly, monthly and quarterly goals that, when achieved, are representative of the effectiveness of their roles.
But what if those dials are producing few connects and even fewer deals? For a sales manager, having reports that track how many calls lead to connects, how many connects lead to demos and how many demos lead to deals can be an incredibly powerful indicator of which of your reps are not only effective at their jobs but efficient in performing them.
And therein lies the rub – is it more important for your organization to pursue effectiveness or efficiency?