Let’s face it, capturing billable time isn’t fun. ‘Why do we do it at all?’ your employees ask. Wouldn’t it be much faster to just do what needs to be done, and forget the time posting?
These are just some of the many objections you’ll have to overcome in order to convince your team that tracking time is good for them, and your business.
Here are the top 5 comebacks we have for overcoming time-tracking objections:
1. Objection: Isn’t it a waste time to track time?
Comeback: Actually, no. It’s investing in our future. You see, having visibility to where and how employee time is being spent helps us understand which areas of the business we should invest in down the road. For instance, if we notice every employee spends 2 hours per week waiting for software updates or IT support, we might push those updates to less critical times and hire an additional IT support staff member.
2. Objection: Do I need to be afraid of being fired if I achieve less than 80% billable time?
Comeback: Not at all! While this is a milestone we’re aiming for, we understand that adjustments will need to be made to achieve this. For instance, if we see in your time entries that you’re spending 4 hours per week manually pushing internal software updates, we might invest in a remote monitoring and management (RMM) solution, like ConnectWise Automate, that can ease this administrative burden and help you place more focus on strategic customer projects.
3. Objection: I’m already fully booked up and billable. Why do I need to do this?
Comeback: First of all, that’s great! Keep up the good work. Our whole purpose for tracking time is to help us identify needs and invest in solutions to make your job easier. We know that being booked back-to-back makes it nearly impossible to accurately track time. To overcome this challenge, we recommend giving yourself a 5-to-10-minute block between appointments, so you can post time entries immediately after completing tasks.
4. Objection: Can I just track time, but not write descriptions about what I did?
Comeback: Unfortunately, just tracking time won’t provide enough information to help us make your job easier. While we certainly don’t expect you to write a novel, having a concise description about that you did for each time entry lets us see what work has been completed. And, when you’re out of the office, having those explanations in our system helps your teammates provide better customer service while you’re away.
5. Objection: I’m too busy for this
Comeback: What if your workload is too heavy and we could find a way to re-balance it? Seeing time entries/descriptions and analyzing what you’re spending most of your time on can help us collectively make business decisions that could result in a lighter workload for you. However, we have to let data drive these decisions. We want to help, but we need the data to do so. The time entries provide that actionable data.
Be sure to tailor your responses to your business.
Above all else, your case for tracking billable time needs to be transparent and explain the value employees will receive in turn for doing it. People don’t like change. It’s going to take time to get everyone on the same page, but by explaining the value upfront, you’ll put yourself in a much better position for success.
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