Business Efficiency and Being Efficient in Business

Business Efficiency and Being Efficient in Business

I met with a coaching client the other day, and she asked an intriguing question. “Why”, she asked, “Do I work so much harder than our lead salesman and still earn less than half what he does?” I have to admit, I smiled as I listened to her concern, because I knew I’d be able to help her.

The particular principle I went on to introduce her to was what Brian Tracy describes as the “Efficiency Curve”.

Here’s a snapshot of how the Efficiency Curve improves, or destroys, your chances for success. As Brian Tracy explains, learning how to do something like converting prospects to clients takes more time when first approached. As you spend the time learning to do it well, your investment of time should pay off in increased sales and income. That’s an improved Efficiency Curve.

But what if your time is divided between learning how to increase your conversion rate, and five other tasks that have little impact on your success? If you have a choice how to spend your time, doesn’t it make sense to invest the most time on the activities that have a direct impact on your income? In other words, shouldn’t you be focusing your time, effort and intelligence on the most important things, rather than allowing yourself to be distracted with unprofitable activities?

Imagine the improved Efficiency Curve you can experience with each new challenge if your resources are completely focused on that goal. Our race to success is a lot like skiing in a downhill race where one contestant skis in a straight line and everyone else zigs and zags off-course throughout the race. Which skier do you suppose will hit the finish line first? That’s the essence of the Efficiency Curve. Learning to focus your time and effort on the things most likely to result in success will always bring the greatest reward.

So are you ready to find your best Curve? Any resource that shortens the Curve is money well spent, after all! Until next time, let’s work on identifying the things that deserve our focus. That will bring you one step closer to success.


Steve Thompson, President,
FocalPoint Coaching, powered by Brian Tracy