Strategic HR Weekly "Sales" Tip #41
... doing the math on that is an interesting way to make the c-suite squirm. Remember, if you're trying to "sell them" on implementing your suggested strategic HR initiatives, they're more inclined to take action when they're uncomfortable. They'll also act more quickly if the evaluation is monetized. 'Cause if you don't have a cost of a problem, it's not much of a problem.
Also, remember to acknowledge that employee productivity metrics will almost always vary widely over different job functions, ranging from easy ones to measure - like sales or manufacturing production - all the way to almost impossible. But in all scenarios, what it comes down to is wasted wages and lost profit opportunities. A good starting point to stimulate more discussion is asking the c-suite how much they think a 1% company-wide increase in employee productivity would impact profits. The illustration below is one way to show them that.