僕は会社で営業の管理職をやっています。要は店長というやつです。因みに僕の店の経営は単純に言うと物を売ってそれの粗利で店が成り立ってます。それにその品物に携わるアルバイトなどを使ってます。セブンイレブンのような大手ではなくマニュアルも決まってません。仕事内容はわかりやすく言えば商品をガンガン売れば売り上げはあがります。ただし、ガンガン売る為には人が当然必要です。それなのでうちの社長は人時生産性が大事だ!
といつも言ってます。
しかし、僕は思います。世の中はそんな机上の論理どうりではいかないということを。
今回は僕の会社が何故うまくいかないかその理由を語ってみたいと思います。
人時生産性ってどういう意味?
人時生産性とは、わかりやすく言えば利益に対しての労働時間はどうなのか?という指標です。計算式で言えば利益➗(従業員の人数✖️労働時間)です。これが高ければ高いほど人時生産性が高いということです。要は労働時間内でいかに効率の良い仕事ができているか?
という指標です。それなので人数が多くて何してるかよくわからない人がいっぱいいる会社が売り上げがそこそこでも人時生産性は低いとなるのです。
人時生産性の高い人とは?
僕らでいうと優秀な営業マンです。
例えば1時間で10件契約を取ってくる人と1件しか取れない人では10件契約する能力を持つ営業マンの方が人時生産性が高いとなります。
また、飲食店でキビキビ動いたり、なんとなく気が効くなと思う人は人時生産性が高い従業員と言えます。
皆どこでもこの人時生産性を高く生み出す社員を育てる為に四苦八苦しているのです。
僕の会社の社長が言う人時生産性を上げろとはつまり?
僕の会社の社長は人件費を削りたいタイプです。それなので少ない人数で効率の良い仕事を求めます。
要はどんどんコストカット、人件費削減をしたがるのです。
つまり、どうやるのか?というと無駄な物(例えばクーラーを切ったり、コピー用紙を節約したり)し、使える人材を育ててダメな人材は切っていくという方式です。
一見まともそうな案に思えますがこれをガンガン押し進め人時生産性を高めようとした結果もたらされた副作用について今回は話したいと思います。
⑴売り上げが落ちる。すると当然粗利も落ちます。
まず、人時生産性を上げようと従業員やバイトの削減をします。こうすると、今までやってこなかった仕事が営業にまわってきたりして結局売り上げが落ちます。これは、最初はそうでもなかったのですが徐々に効いてきます。
当然売り上げが落ちると人時売上高が減ります。
この人事売上高の意味は売り上げに対して従業員の1時間の仕事量はどうか?という事です。
基本営業は売れなければ売り上げは減ります。
それなので余計な仕事がまわってくるので仕事時間が奪われ非効率です。
⑵あまりに人件費削減をやりすぎると優秀な人材までもが辞めてしまう。
これは、不思議な現象なのですが、あまりにガチガチに人件費削減をやりすぎると今までリーダー格だった営業マンまでもが嫌になるという現象になりました。
理由は一身上の都合などと言っていますが本当はやる気がなくなったということです。あまりのコストカットをしすぎると、社員にやる気が出なくなってしまいます。設備がしょぼくなり、営業する為の武器などを減らされたらやる気も効率もなくなってしまいます。
⑶肝心の労働生産性が落ちてしまう。
人数が少なくなるということは他の仕事も全てこっちでやらなくてはいけなくなるということです。これが続くとやる気がだんだんなくなり、今までの仕事すらできなくなる社員が続出しました。また、休みが取れないなどの不満が出てきて常に誰かの悪口を言う劣悪な労働環境に陥りました。こうなると最悪で、社内の雰囲気がギスギスして、お互いが仲が悪くなります。こうなる事により労働生産性が落ちて作業がだらけます。
⑷店の中が汚くなり書類ミスが増える。
人件費削減をすると、店の中が汚れているのに気づきました。普段なら清掃するところを人数を削った為に行き届かないところが増えるのです。
これは、本当に不思議な話ですが店が汚いということは心の乱れということです。店が汚くなると売り上げが減ります。これは、かなり顕著に出ます。また、書類ミスも多くでます。今までより、大量の仕事がまわってくる為処理するものが多くなるとミスが多くでてしまうのです。当然取引先などにも迷惑がかかります。
⑸優秀な営業マンは他に移動する。
僕らの会社はもちろん優秀な営業マンがいて成り立つのですがあまりに、コストカットや人件費削減をやると、余計な仕事や聞きたくないグチも耳に入ります。そうすると優秀な営業マンは嫌になります。そうするとせっかく育てた営業マンは他の店舗や違う業種に転職してしまいます。例えばコストカットした分をその営業マンにつけるとかならいいのですが、給料は変わらない、やる仕事は増えるとなると嫌になり辞めてしまう人が続出します。
人時生産性を考えるのはいいが上司がアホだととんでもない事になる。
自分の利益追求の為にカットしすぎると結局大きなしっぺ返しを食らいます。これは、本当に最悪の出来事です。結局ベテランが不満が多くて辞めてしまうので、より多くのお金を払わねばなりません。世の中や人間なんてのは自分の思う通りに動くわけがないのです。
それなので机上の数字だけで判断して現場をまるっきりわかってない上司に当たるとこのようなとんでもない事態になります。
人時生産性を追求した結果どうなったか?
社長が提案した人時生産性を極限まで推し進めた結果優秀な営業マンはいなくなり人手不足と無能な社員が残る形になりました。何故そうなったかというと、優秀な社員が辞めたあと仕事が大変になり無能な社員を切れなくなってしまったのです。こうなると負の循環で無能な社員が住みやすい環境になってしまうのです。
今はぎゅうぎゅうの節約をやめたせいかまあなんとか普通に戻りましたが一時は大変でした。
優秀な人材とは働きやすい環境を好みます。
優秀な人材がやりづらく無能な人材が過ごしやすい会社は最悪です。
会社で一番大事なのは人です。それなので人は大事にしなければならないと僕は学びましたね。
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