Are you concerned about skill scarcity? Those skills that you or your team are missing? Perhaps you feel you have everything covered and skill scarcity isn’t an issue, are you sure?
When you consider influence, especially in sales or selling, scarcity is often a leading principle.
When something is scarce it may have more value, be an easier sell to the right party, and allow a higher-than-normal margin on the sale. It’s scarce and you should grab it while you can.
In businesses and organizations people often base shortcomings on a lack of skill, or not having the right talent.
If we had better sales professionals, we could move more product.
Our marketing team doesn’t understand the customer.
We need to stop the drama. I’m not sure we have the right people.
Is it a people problem? It certainly could be.
Are the people trainable? What is the culture and how are you a contributing factor?
If sales are coming up short, you might believe the solution is to hire a big gun sales person. Someone with a very successful track record, someone who commands a high salary, and someone who can easily outperform existing staff.
Similar concepts might exist in engineering, quality control, or supply chain management.
The saying is, “You get what you pay for.”
Yet, is that always the case?
Have you ever had a lousy meal at a pricey restaurant?
A Cadillac Escalade costs more than a Chevy Spark, both will get you across town or to the local supermarket.
It might be an emotional choice to drive the Escalade. You’re different and successful and you want to show it.
That may be true and is great, but either vehicle will get you to the other side of town.
The great thing about skill scarcity is that it can be developed.
When economies are tight, when the availability of skilled employees is low, scarcity seems to be the scapegoat.
Things change when you decide to see the situation different. When you trade the pride of luxury for the value of economically sound, you see different opportunities.
Sometimes you need the best and it costs. Sometimes you just need to make a smarter investment in practical resources. It is true for automobiles and it is true for your workforce.
Are you making the most of what you have?
A wash and a wax for the Spark may be all you really need.
Dennis E. Gilbert is a business consultant, speaker (CSPTM), and culture expert. He is a five-time author and the founder of Appreciative Strategies, LLC. His business focuses on positive human performance improvement solutions through Appreciative Strategies®. Reach him through his website at Dennis-Gilbert.com or by calling +1 646.546.5553.