When we talk about productivity, the real question is this: what does it serve? Productivity isn’t just about working faster. We need to focus on freeing up resources and devote that energy so you can win in the areas that matter most. Depending on your goals, it usually fits under three key pillars.
First, Operational Excellence. If you want your business to run smoother, eliminate waste, and deliver consistent results, productivity belongs here. Think of it like oiling the gears of your machine so it runs without friction. You can achieve that with your people as well. Automating, simplifying, and streamlining daily tasks increases productivity. Allowing it to run like a “well-oiled machine.”
Example: In most sales organizations, using AI-enabled lead scoring and reporting through CRM automation can increase rep productivity and fall under this pillar.
Second, People and Development. Sometimes as leaders we think that the biggest productivity gains come from systems we have in place. Actually, when you really think about it, regardless of the systems we have in place, it ultimately comes from the people. Working with your team to build better routines, helping them stay focused, and doing their best work falls under this pillar. There are a couple of real benefits when we unlock the potential of our people: our people thrive, and the business thrives because of them.
Example: If you’re helping sales leaders develop daily routines that boost productivity or training teams to use time-blocking techniques, that would fall under this pillar.
Third, Growth and Impact. If you have future plans to expand your business, productivity is a growth engine. I want you to think about it this way: are you looking to just save time, or are you looking to positively impact results without burning out your team or sacrificing quality? In this case, productivity increases the speed of reaching these positive outcomes and helps you reach new levels of success.
Example: Advising a client on how to scale sales output without increasing headcount would blend productivity into a performance- and growth-focused strategy.
In short, productivity isn’t limited in how and where you apply it because it can live under multiple pillars of leadership. The real key is ensuring that you align it with your bigger story: Do you want smoother operations, stronger people, or faster growth? Answer that, and you’ll know exactly where it belongs.
