๐ช๐ต๐ฎ๐ ๐๐ต๐ผ๐๐น๐ฑ ๐ ๐ฎ๐๐ธ ๐ฎ ๐ฆ๐ฎ๐น๐ฒ๐๐ณ๐ผ๐ฟ๐ฐ๐ฒ ๐ฃ๐ฎ๐ฟ๐๐ป๐ฒ๐ฟ ๐ฎ๐ฏ๐ผ๐๐ ๐๐ต๐ฒ๐ถ๐ฟ ๐ฒ๐
๐ฝ๐ฒ๐ฐ๐๐ฎ๐๐ถ๐ผ๐ป ๐ผ๐ณ ๐จ๐๐ถ๐น๐ถ๐๐ฎ๐๐ถ๐ผ๐ป ๐ง๐ฎ๐ฟ๐ด๐ฒ๐๐ย ๐๐ต๐ฒ๐ป ๐ถ๐ป๐๐ฒ๐ฟ๐๐ถ๐ฒ๐๐ถ๐ป๐ด ๐ณ๐ผ๐ฟ ๐ฎ ๐ฐ๐ผ๐ป๐๐๐น๐๐ถ๐ป๐ด ๐ฟ๐ผ๐น๐ฒ?
This is an EXCELLENT question!
In my humble opinion (informed by years in the partner ecosystem forย #Microsoftย andย #Salesforce… or so says Ms Ego ๐) 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 ๐ฆ 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 ๐ฆ 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 theirย #Salesforceย business unit or delivery team.
These would be through non-billable activities such as
๐ฉ Recruitment
๐ฉ Mentoring
๐ฉ Coaching
๐ฉ Pre-sales activities
๐ฉ … 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 ofย #OnThePeirollย newsletter going out tomorrow.
Deets on how to subscribe in the comments below ๐๐ป
๐ฆ๐ฒ๐ฎ๐๐ผ๐ป๐ฒ๐ฑ ๐ฐ๐ผ๐ป๐๐๐น๐๐ฎ๐ป๐๐: What’s your take on utilisation targets?
Would you accept a higher target if your contractual bonus included a never ending supply of ๐ฉ??
#Leadershipย means treating your consultants like human beings. Not just seeing them as stone from which you try to squeeze blood from. ๐งฑ๐ฉธ