There has been much written and debated about the proverbial carrot versus the stick, motivational methods. The truth is, you don’t have to plan to manage with the stick….it just happens. Every time someone makes a mistake or misses a goal it is human nature to focus on the problem rather than the cure.
In my book, 101 Ways to Get Luckier (In Advertising Sales) I explain it this way. “When you give your kids a curfew and they miss it, you will intuitively reprimand them. And yet when they arrive on time, that’s probably taken for granted and not acknowledged.”
I’m not suggesting your staff should not be reprimanded when commitments are not met. But, you need to systematically plan for regular carrot occasions if you want the desired behaviors and results.
In my book, 101 Ways to Get Luckier (In Advertising Sales) I explain it this way. “When you give your kids a curfew and they miss it, you will intuitively reprimand them. And yet when they arrive on time, that’s probably taken for granted and not acknowledged.”
I’m not suggesting your staff should not be reprimanded when commitments are not met. But, you need to systematically plan for regular carrot occasions if you want the desired behaviors and results.
Behaviors that get rewarded get repeated!
So here are four tips to insure that the carrot does become a routine part of your motivational strategy;
1. Mark it in your day-timer or palm pilot to “catch someone doing something right” every day! Even if it something as simple as writing a great presentation, helping a newer team mate make a sale or completing an assignment on time.
1. Mark it in your day-timer or palm pilot to “catch someone doing something right” every day! Even if it something as simple as writing a great presentation, helping a newer team mate make a sale or completing an assignment on time.
2. Make sure all of your compliments and commendations are sincere and well-deserved. Kind words for kind words sake, quickly become meaningless.
3. Publicly recognize achievements and behaviors you want to encourage. Save your reprimands for behind closed doors. (There is no room for leaders or coaches to be sarcastic or to take shots at people in the hall ways.)
4. Sales department bulletin board announcements and regular awards are great methods of publicly recognizing achievements, but don’t forget it is behaviors and actions that result in achievement. Don’t be afraid to reward actions and behaviors that you know will pay off in the long run, rather than always rewarding the end result. (Your commission or bonus structure already recognizes results)
In summary, we do not have total control over results. What we can control are behaviors and habits, and it’s those behaviors and habits which good leaders are always on the look-out to recognize and reward.
Having a corporate management conference? Contact Wayne if you would like one of the professional trainers from Noll & Associates, Sausalito CA, to speak to your managers about best practices in leadership and coaching skills. Check out the Noll & Associates link at www.wensmedia.com.
Having a corporate management conference? Contact Wayne if you would like one of the professional trainers from Noll & Associates, Sausalito CA, to speak to your managers about best practices in leadership and coaching skills. Check out the Noll & Associates link at www.wensmedia.com.