So I thought I'd start this off with a discussion about a conversation I had last night. In these previous threads there was a discussion about how companies raise productivity through trimming the fat that tends to accumulate in any organization during good times. However, what if that's gone too far?
The conversation I had was with my brother in law. He's a district (7 states) sales manager for a multinational with a specialty product. According to him, in his organization in any case, productivity is plummeting. And the reason, according to him, has been the same staffing cuts that have been credited with gains elsewhere. His job, he tells me, is to support the customer and to support the sales force expand sales. However he says that most of his time in the office now is just supporting himself. Doing the routine paperwork and answering the emails that he should have an assistant doing. So here he is, making a 6 figure income doing the work of someone who should be making low 5 figures. His boss's answer to that: Work to 11pm every night.
Of course he doesn't, and neither does very many other people. And that means that the work isn't getting done. Or is simply taking a lot longer. One thing he has to do to support customer and sales is get the company labs to produce reports based on customer inquiries. But the labs have had so many people reduced that it's taking a month to get a report that used to take a week.
In other words, the high income, high productivity knowledge workers are not free to be highly productive, because the people who support them and free their time to be so are no longer employed.
So instead of building a database that will help his salespeople find new customers, he's filling out travel vouchers and expense reports.
I have to wonder how much else of that's going on.
The conversation I had was with my brother in law. He's a district (7 states) sales manager for a multinational with a specialty product. According to him, in his organization in any case, productivity is plummeting. And the reason, according to him, has been the same staffing cuts that have been credited with gains elsewhere. His job, he tells me, is to support the customer and to support the sales force expand sales. However he says that most of his time in the office now is just supporting himself. Doing the routine paperwork and answering the emails that he should have an assistant doing. So here he is, making a 6 figure income doing the work of someone who should be making low 5 figures. His boss's answer to that: Work to 11pm every night.
Of course he doesn't, and neither does very many other people. And that means that the work isn't getting done. Or is simply taking a lot longer. One thing he has to do to support customer and sales is get the company labs to produce reports based on customer inquiries. But the labs have had so many people reduced that it's taking a month to get a report that used to take a week.
In other words, the high income, high productivity knowledge workers are not free to be highly productive, because the people who support them and free their time to be so are no longer employed.
So instead of building a database that will help his salespeople find new customers, he's filling out travel vouchers and expense reports.
I have to wonder how much else of that's going on.