So they expect you to do more with less

I heard the complaint again today. From a so-called “Sales Leader” no less. I’d have preferred the guy had stabbed a pencil in my eye. “They expect me to do more with less.” “They,” in this case being the board of directors.

Of course they expect you to do more with less, you dummy!

All – that’s ALL – 100% – the whole enchilada – of human progress has been, is and always will be utterly and totally dependent on figuring out how to do more with less. This is not new information. It’s one of the most basic of business & economic principles.

morewithlessCave dwellers stumbled on the fact that seeds are pretty darn nutritious. Then one of the clan noticed that a whole lot of seeds could be found on the plants growing near that spot 5 miles away where the elephants poop. She become famous and rich (for a while) by gathering more seeds with less walking around – less effort – and selling a boat-load of them.

Then another of the clan discovered that the seeds he accidentally dropped last year sprouted up right in the back yard! Seeds! Right there near the back stoop! More seeds available with less effort. He dropped a whole bunch of seeds on purpose, and the next year become famous and rich (for a while) by gathering more seeds with less walking around – less effort – and selling a boat-load of them.

The year after that he and she collaborated. They walked the 5 miles out & back, hauled elephant poop to the yard and spread it around the seeds. WAY more seeds this year! With WAY less effort! Yet more fame and fortune!

Then others made a few more improvements and the next thing you know they invented a computer-controlled, GPS-guided, weather-forecast-integrated, plowing-planting-weeding-watering-fertilizing-picking-cleaning-packaging-delivery Food Machine version 739,468,967. Now, instead of 99+% of world population working on producing food, less than 1% can do so effectively and efficiently.

If you can’t sell more this year than you did last year – year after year after year – and with less effort, you are making zero progress. While you and your team are walking the 5 miles to where the elephants poop, our competitors are implementing Food Machine version 739,468,967.1 and are talking to customers about placing orders for version 739,468,967.2 that’s due out next summer.

(…and please, don’t ever complain again about being expected to do more with less!)

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