Over the years, the two most common objections I’ve heard during productivity discussions are:
Do you want quantity or quality?
Do you want me to spend my time on important activities or do you want me to spend my time documenting them?
I’ve never found these either/or arguments to be an effective way to build a business case – especially since past experience shows me that increased quantity can actually lead to higher quality. Does that sound crazy? Give me a few minutes and I’ll show you why it’s possible.
Recruiting & Hiring: Why more is better – If we planned a recruitment project from an efficiency perspective, it would make sense to stop interviewing as soon as we had identified the right number of candidates with the requisite skills. This would shorten the time to hire but would almost certainly result in reduced quality. Think of it this way: Selecting the top 3 candidates from 8 interviews will almost always net better hires than selecting the top 3 out of 5. This is why many companies use the services of professional recruiters who specialize in attracting, interviewing and assessing fit. A good recruiter conducts a dozen or more interviews each and every week. This ongoing volume produces sharpness in recruiters that you can’t teach. It also keeps them apprised of employment trends and makes them industry experts in their market.
Business Development: A numbers game – A less-skilled sales person with a solid daily appointment schedule will outdo a more seasoned and strategic sales person who conducts fewer face-to-face meetings. There are a couple of reasons why this holds true. The more volume, the easier it is to pick the best prospects instead of clinging hopefully to the first few with a hearing ear. The more active sales person will have deeper and broader market knowledge and contacts – both of which help them become a better consultant.
With all this activity, who has time to do data entry? It’s a common objection. Not effective, but common. Keeping records updated each day is a tiny task that takes only a few moments to demonstrate commitment to the team and to the overall goals of the organization.
So the next time you encounter the quality versus quantity argument, send them over here for a quick read.