Your employees are like your
customers.
They want things from their
work. Let’s call these “benefits.”
Examples are money, recognition,
opportunity to learn and advance,
balance, and challenge. Avoiding what
they don’t want is also a benefit to them.
For example, a pay cut, being downsized,
boredom, stalling in their career.
You are like the salesperson.
You are often, though not always, in a position to satisfy their needs. In return, you require their performance contribution.
Sales coach Tom Stoyan calls selling
“helping your customer make a buying
decision.” Managers, encourage your
people to articulate what they want from
their work. Many are not sure. You may
have to facilitate their thinking process:
“What do you want?” “Uh, I dunno.
More money, I guess.” “OK, money.
And what else?”
Know that most people will be motivated
to perform once they perceive a clear link
between their effort and the outcomes
they truly value. This is when you make
your “sale!'
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