𝗪𝗵𝗮𝘁 𝘀𝗵𝗼𝘂𝗹𝗱 𝗜 𝗮𝘀𝗸 𝗮 𝗦𝗮𝗹𝗲𝘀𝗳𝗼𝗿𝗰𝗲 𝗣𝗮𝗿𝘁𝗻𝗲𝗿

𝗪𝗵𝗮𝘁 𝘀𝗵𝗼𝘂𝗹𝗱 𝗜 𝗮𝘀𝗸 𝗮 𝗦𝗮𝗹𝗲𝘀𝗳𝗼𝗿𝗰𝗲 𝗣𝗮𝗿𝘁𝗻𝗲𝗿 𝗮𝗯𝗼𝘂𝘁 𝘁𝗵𝗲𝗶𝗿 𝗲𝘅𝗽𝗲𝗰𝘁𝗮𝘁𝗶𝗼𝗻 𝗼𝗳 𝗨𝘁𝗶𝗹𝗶𝘀𝗮𝘁𝗶𝗼𝗻 𝗧𝗮𝗿𝗴𝗲𝘁𝘀 𝘄𝗵𝗲𝗻 𝗶𝗻𝘁𝗲𝗿𝘃𝗶𝗲𝘄𝗶𝗻𝗴 𝗳𝗼𝗿 𝗮 𝗰𝗼𝗻𝘀𝘂𝗹𝘁𝗶𝗻𝗴 𝗿𝗼𝗹𝗲?

This is an EXCELLENT question!

In my humble opinion (informed by years in the partner ecosystem for #Microsoft and #Salesforce… or so says Ms Ego 😁) it should never be 100%.

I wrote the 15 tips for the new consultant where I talk about utilisation targets (Tip 3) and had wanted to re-do that bit to add another bar for the Graduate (Grasshopper) level.

The newbie graduate 🦗 needs a much lower target utilisation rate than the rest because she’s new, and needs enough time to learn, make mistakes and grow with the support of senior consultants.

The Fox 🦊 should have the highest target expectation as their focus should be on maximising their billable hours.

Targets should gradually decrease as seniority grows and the consultant is expected to assist in adding value to their #Salesforce business unit or delivery team.

These would be through non-billable activities such as
🍩 Recruitment
🍩 Mentoring
🍩 Coaching
🍩 Pre-sales activities
🍩 … and others

I expand on what I’d expect the other animals to be doing to help grow their Salesforce practice in this week’s issue of #OnThePeiroll newsletter going out tomorrow.

Deets on how to subscribe in the comments below 👇🏻

𝗦𝗲𝗮𝘀𝗼𝗻𝗲𝗱 𝗰𝗼𝗻𝘀𝘂𝗹𝘁𝗮𝗻𝘁𝘀: What’s your take on utilisation targets?
Would you accept a higher target if your contractual bonus included a never ending supply of 🍩??

#Leadership means treating your consultants like human beings. Not just seeing them as stone from which you try to squeeze blood from. 🧱🩸