“Is it better to be more efficient or more effective?”

Before we answer that question, perhaps we  need to define our terms. Efficiency is just a function of the volume of work we do. By doing more work in the same amount of time, we increase our efficiency. Effectiveness, whereas, is a function of the results we get.   By implementing best practices, by working in ways that generate measurable improvements in results, we can increase the size of the deals we’re working on, we decrease the duration of the operation cycle, or we increase the percentage of deals we win etc.

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