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Member You - Employee Motivation Strategies:Effective Solutions That Could Yield Maximum Profits
Sales Training mistic when mistakes are made. However, this is where positive reinforcement is even more critical. Employees will be much less likely to offer ideas if they are intimidated by management’s reactions to possible mistakes. Keep in mind and express to employees that mistakes are learning opportunities, which could lead to innovative ideas that have a major, profitable impact on your company. If an idea doesn’t work out, recognize the initiative and effort. Employees will feel further inspired and satisfied, knowing that management truly listens to their ideas and supports their efforts. According to Rechner at Tejas Securities Group, “management’s openness to staff members’ input, feedback, ideas and suggestions is the cornerstone of good communications and strong employee relationships. Everybody wins when they are all part of a supportive team.”Formulating sales policies is the key task in sales training. Sales policies cover a wide range of areas including which products should find a place in the product line; whether some of the existing products should be dropped; whether any new products should be added; whether product design or product quality needs to be changed; what models, types, sizes, colors and packing should be sold; how product service should be provided, and what kind of product guarantees should be given are areas where policies have to be formulated by sales management.Periodically, product line appraisals have to be made and necessary rationalizations and improvements effected. On the distribution side, channel design, channel types, channel remuneration and motivation, channel training and channel costs, are the areas where policies have to be made. On the pricing side, whether prices should match competition or whether they should be above or below competition; what kind of pricing method should be followed for each class of customer or order; what discounts and rebates should be given; what terms of delivery and terms of payment should be accepted; whether to make installment sales or offer limited credit facilities, or insist on cash down sales etc., are the areas where policies have to be framed.Another key task involved in sales training is the structuring of the sales force. Organizations usually structure the sales force on a territory bas All of these steps contribute to a sense of entrepreneurship and empowerment, which are essential to reinforcing teamwork and dedication. Empowerment should be initiated on three levels: Top 10 Ways to Maximize Your Approachability When people think of honoring employees for jobs well done, they may typically think of monetary rewards. However, these may be neither necessary nor the best type of reward. Once offered, cash bonuses can come to be expected and quickly forgotten, especially if they are the only recognition employees receive.After reading and researching thousands of books, articles and other resources on communication, first impressions, networking and conversation, I’ve learned one thing: none of them address what approachability means. Or maybe they just don’t take the time to define it, stress its importance and offer suggestions on how to maximize it.That research was my impetus for writing The Power of Approachability. I wanted to give people a clear picture of what the idea meant, along with many small tips and suggestions to put that idea to use – one conversation at a time.So, straight from the pages of the book, here are my Top Ten Ways to Maximize Your Approachability.Ready to Engage The word approachability derives from the Latin verb appropriare, which means “to come nearer to.” Interesting. It doesn’t say anything about the approach-er or the approach-ee. Just “to come nearer to.” So the first idea to remember is that approachability is a two way street. It’s both you stepping onto someone else’s front porch; and you inviting someone to step onto your front porch.Although this article will address both sides of the street, here’s an example of the former. When you arrive at a meeting, event, party or anywhere in which many conversations will take place, prepare yourself. Be “ready to engage” with conversation topics, questions and stories in the back of your mind ready to go as soon as you meet someo By contrast, frequent, positive feedback provided within an enjoyable, team-oriented environment makes a tremendous difference in employees’ sense of being valued and, as a result, their commitment to your company. With or without financial rewards, these cultural aspects of the workplace could be the smartest investment in the staff and business. Recognize and Reward High-Quality Work Employees are bound to be much more productive when they work in a positive, supportive environment. For example, Tejas Securities Group, Inc., a full-service broker/dealer and investment banking firm, strives to maintain an enjoyable, family-oriented atmosphere in which all employees focus on achieving team goals. This company goes an extra step by bringing in catered lunches every day for all the employees to enjoy together. “In this environment, everybody wins. We enjoy the dynamics of striving toward our goals together as a team,” said Kurt Rechner, President and Chief Operating Officer of Tejas Securities Group. Praising employees for achieving their goals is important in maintaining an enjoyable work environment. Management can show their appreciation with positive feedback, however, if they go a bit beyond verbal praise, they can enhance employees’ motivation without spending a lot of money. For example, celebrate successes with bagels or pizza. Invite employees to share their experiences in, and coworkers’ contributions toward, accomplishing the goals. Peer recognition will further reinforce employees’ sense of teamwork and commitment. Conclude the celebration by presenting mugs, T-shirts or other tangible items that will serve as reminders of their success and inspiration for ongoing achievement. With these good intentions, there are still potential drawbacks. For example, improvements in performance may be temporary, rather than long term. In addition, employees could lose their intrinsic motivation: they can become motivated solely for gaining a tangible prize, especially if it’s a substantial monetary reward, rather than for experiencing the satisfaction of accomplishment. These challenges can be avoided by maintaining a positive, motivating atmosphere. Inspire Employees’ Creativity and Empower Them to Use It Recognizing success is critical, and equally important is inspiring employees to work toward achievements. Your staff will be inspired by knowing their contributions are valued and that management is confident in their capabilities. At Tejas Securities Group for example, “The Chairman’s Cup”, a silver chalice inscribed with its name, is awarded each month to an employee who is recognized for their individual contribution to the overall team’s success. The winner is then announced in a company wide meeting and is awarded the cup to display at their work station. Rechner noted “This announcement and award has become a fun and highly anticipated event, recognizing the ongoing importance of individual contribution to the company’s success.” Inspire creativity by providing freedom, time and other resources to employees. Ask them what they need to maximize their innovative thinking and productivity, and provide it with enthusiasm and encouragement. To further stimulate employees’ creativity and confidence, support continual education through classes, seminars, subscriptions and memberships. Make information easily accessible through a work library. Ask employees to offer new ideas, request proposals for new projects, and share employees’ suggestions through publications, meetings and recognition events. Most importantly, take action on those ideas that have potential benefit for the company, and recognize employees who made any resulting achievements possible. While encouraging creativity and rewarding success may come somewhat easily, it may be more difficult to stay optimistic when mistakes are made. However, this is where positive reinforcement is even more critical. Employees will be much less likely to offer ideas if they are intimidated by management’s reactions to possible mistakes. Keep in mind and express to employees that mistakes are learning opportunities, which could lead to innovative ideas that have a major, profitable impact on your company. If an idea doesn’t work out, recognize the initiative and effort. Employees will feel further inspired and satisfied, knowing that management truly listens to their ideas and supports their efforts. According to Rechner at Tejas Securities Group, “management’s openness to staff members’ input, feedback, ideas and suggestions is the cornerstone of good communications and strong employee relationships. Everybody wins when they are all part of a supportive team.” All of these steps contribute to a sense of entrepreneurship and empowerment, which are essential to reinforcing teamwork and dedication. Empowerment should be initiated on three levels: e Career Motivation s an extra step by bringing in catered lunches every day for all the employees to enjoy together. “In this environment, everybody wins. We enjoy the dynamics of striving toward our goals together as a team,” said Kurt Rechner, President and Chief Operating Officer of Tejas Securities Group.How do you aquire career motivation? What should you do to boost your ambitions to advance in your profession? And how to stay motivated over a long period of time? Accept that no one but you has the ultimate responsibility for your career development planning You need qualifications, skills and talentsYou need credentialsYou need support from other people; your family and friends, your leisure fellows, your colleges and other people within your profession. Lets take a closer look at the people who can motivate you to get your career moving: The people who love you can give you motivationHow does it feel to come home after a long and hard working day and be received like a King? You are met in the door by your spouse, your kids or closest friends whose eyes light up when they see you? They probably make you feel that the effort you have made during your working day was worth it, that this effort makes other people happy and you will probably feel encouraged to endeavour even more to make them even happier, because you see that they make you happy. Your closest personal relationship network is your base, the main purpose why you have a job or a profession. There's probably no better reason why you're working than for the happiness and security of the people who live together with you in your own 'nest'.Your network of leisure peers can Praising employees for achieving their goals is important in maintaining an enjoyable work environment. Management can show their appreciation with positive feedback, however, if they go a bit beyond verbal praise, they can enhance employees’ motivation without spending a lot of money. For example, celebrate successes with bagels or pizza. Invite employees to share their experiences in, and coworkers’ contributions toward, accomplishing the goals. Peer recognition will further reinforce employees’ sense of teamwork and commitment. Conclude the celebration by presenting mugs, T-shirts or other tangible items that will serve as reminders of their success and inspiration for ongoing achievement. With these good intentions, there are still potential drawbacks. For example, improvements in performance may be temporary, rather than long term. In addition, employees could lose their intrinsic motivation: they can become motivated solely for gaining a tangible prize, especially if it’s a substantial monetary reward, rather than for experiencing the satisfaction of accomplishment. These challenges can be avoided by maintaining a positive, motivating atmosphere. Inspire Employees’ Creativity and Empower Them to Use It Recognizing success is critical, and equally important is inspiring employees to work toward achievements. Your staff will be inspired by knowing their contributions are valued and that management is confident in their capabilities. At Tejas Securities Group for example, “The Chairman’s Cup”, a silver chalice inscribed with its name, is awarded each month to an employee who is recognized for their individual contribution to the overall team’s success. The winner is then announced in a company wide meeting and is awarded the cup to display at their work station. Rechner noted “This announcement and award has become a fun and highly anticipated event, recognizing the ongoing importance of individual contribution to the company’s success.” Inspire creativity by providing freedom, time and other resources to employees. Ask them what they need to maximize their innovative thinking and productivity, and provide it with enthusiasm and encouragement. To further stimulate employees’ creativity and confidence, support continual education through classes, seminars, subscriptions and memberships. Make information easily accessible through a work library. Ask employees to offer new ideas, request proposals for new projects, and share employees’ suggestions through publications, meetings and recognition events. Most importantly, take action on those ideas that have potential benefit for the company, and recognize employees who made any resulting achievements possible. While encouraging creativity and rewarding success may come somewhat easily, it may be more difficult to stay optimistic when mistakes are made. However, this is where positive reinforcement is even more critical. Employees will be much less likely to offer ideas if they are intimidated by management’s reactions to possible mistakes. Keep in mind and express to employees that mistakes are learning opportunities, which could lead to innovative ideas that have a major, profitable impact on your company. If an idea doesn’t work out, recognize the initiative and effort. Employees will feel further inspired and satisfied, knowing that management truly listens to their ideas and supports their efforts. According to Rechner at Tejas Securities Group, “management’s openness to staff members’ input, feedback, ideas and suggestions is the cornerstone of good communications and strong employee relationships. Everybody wins when they are all part of a supportive team.” All of these steps contribute to a sense of entrepreneurship and empowerment, which are essential to reinforcing teamwork and dedication. Empowerment should be initiated on three levels: Combatting The 'I Am Not A Salesperson' Rejection otential drawbacks. For example, improvements in performance may be temporary, rather than long term. In addition, employees could lose their intrinsic motivation: they can become motivated solely for gaining a tangible prize, especially if it’s a substantial monetary reward, rather than for experiencing the satisfaction of accomplishment. These challenges can be avoided by maintaining a positive, motivating atmosphere.How many times have you approached a prospect that you just felt sure would make an excellent addition to your team just to be told 'I am not a sales person'? This is probably the most popular rejection I have personally experienced in my team building. I have even had people with their own gift businesses and some who work in retail stores to give me the same rejection. Here is how I have learned to combat that response.When someone tells me that they are not a sales person, I say, "Sure you are! You just don't realize it. How many times have you bought something from a department store somewhere that you really love? What is the first thing you do? You tell EVERYBODY you know about it! How many times have you joined a book club or any other type of club and referred all your friends to it because you thought it was great? This IS selling!Now, if these people go to the department store and buy the product you recommended, will the store pay you a profit for that sale? Of, course not. In the same sense, if your friends all join the club you recommended, will that club management pay you a commission every time your friends pay a membership? I think not. So, why not recommend a product or service from a business that will?"This response has worked a lot more than it has failed for me. Many people really believe that they aren't into selling anything, yet, when they think of all the times they have recommended a product or Inspire Employees’ Creativity and Empower Them to Use It Recognizing success is critical, and equally important is inspiring employees to work toward achievements. Your staff will be inspired by knowing their contributions are valued and that management is confident in their capabilities. At Tejas Securities Group for example, “The Chairman’s Cup”, a silver chalice inscribed with its name, is awarded each month to an employee who is recognized for their individual contribution to the overall team’s success. The winner is then announced in a company wide meeting and is awarded the cup to display at their work station. Rechner noted “This announcement and award has become a fun and highly anticipated event, recognizing the ongoing importance of individual contribution to the company’s success.” Inspire creativity by providing freedom, time and other resources to employees. Ask them what they need to maximize their innovative thinking and productivity, and provide it with enthusiasm and encouragement. To further stimulate employees’ creativity and confidence, support continual education through classes, seminars, subscriptions and memberships. Make information easily accessible through a work library. Ask employees to offer new ideas, request proposals for new projects, and share employees’ suggestions through publications, meetings and recognition events. Most importantly, take action on those ideas that have potential benefit for the company, and recognize employees who made any resulting achievements possible. While encouraging creativity and rewarding success may come somewhat easily, it may be more difficult to stay optimistic when mistakes are made. However, this is where positive reinforcement is even more critical. Employees will be much less likely to offer ideas if they are intimidated by management’s reactions to possible mistakes. Keep in mind and express to employees that mistakes are learning opportunities, which could lead to innovative ideas that have a major, profitable impact on your company. If an idea doesn’t work out, recognize the initiative and effort. Employees will feel further inspired and satisfied, knowing that management truly listens to their ideas and supports their efforts. According to Rechner at Tejas Securities Group, “management’s openness to staff members’ input, feedback, ideas and suggestions is the cornerstone of good communications and strong employee relationships. Everybody wins when they are all part of a supportive team.” All of these steps contribute to a sense of entrepreneurship and empowerment, which are essential to reinforcing teamwork and dedication. Empowerment should be initiated on three levels: Does Your Sales Training Program Address Your Sales Performance Issues? Part 1 station. Rechner noted “This announcement and award has become a fun and highly anticipated event, recognizing the ongoing importance of individual contribution to the company’s success.”Sales training programs encompass a variety of necessary components; things like company policies, sales paperwork, CRM/sales force automation orientation, sales processes, company services, sales skill training and product features and benefits.But when I ask Sales executives and Sales trainers how their current sales training program is aligned with their sales performance issues I get the look of “No speak English’.Let’s first categorize ‘Sales performance issues’. There are (4) distinct sales performance silos that will effect the overall outcome of any sales team, year in and year out. They are:• % of Sales reps to Quota • Average New-hire Ramp-to-Quota in months • Sales Employee Turnover rate • Time spent versus Result achievedThis is a good place to start in determining what sales skill training to implement to achieve a measurable return on investment. But here’s what will set you apart when you walk the request up to the front office. Start out with the NUMBERS. That’s right. Take a diagnostic view of your current sales performance silos, one by one.Let’s look at a real sales performance issue example of ‘Average New-hire Ramp-to-Quota’. I recently conducted a ‘Sales Performance Improvement Blueprint’ web-cast for this sales organization. The company was hiring 155 sales reps per year. The ultimate objective of any new-hire sales training program is to ramp the new sales r Inspire creativity by providing freedom, time and other resources to employees. Ask them what they need to maximize their innovative thinking and productivity, and provide it with enthusiasm and encouragement. To further stimulate employees’ creativity and confidence, support continual education through classes, seminars, subscriptions and memberships. Make information easily accessible through a work library. Ask employees to offer new ideas, request proposals for new projects, and share employees’ suggestions through publications, meetings and recognition events. Most importantly, take action on those ideas that have potential benefit for the company, and recognize employees who made any resulting achievements possible. While encouraging creativity and rewarding success may come somewhat easily, it may be more difficult to stay optimistic when mistakes are made. However, this is where positive reinforcement is even more critical. Employees will be much less likely to offer ideas if they are intimidated by management’s reactions to possible mistakes. Keep in mind and express to employees that mistakes are learning opportunities, which could lead to innovative ideas that have a major, profitable impact on your company. If an idea doesn’t work out, recognize the initiative and effort. Employees will feel further inspired and satisfied, knowing that management truly listens to their ideas and supports their efforts. According to Rechner at Tejas Securities Group, “management’s openness to staff members’ input, feedback, ideas and suggestions is the cornerstone of good communications and strong employee relationships. Everybody wins when they are all part of a supportive team.” All of these steps contribute to a sense of entrepreneurship and empowerment, which are essential to reinforcing teamwork and dedication. Empowerment should be initiated on three levels: Using Christmas to Keep in Contact With Your Customers mistic when mistakes are made. However, this is where positive reinforcement is even more critical. Employees will be much less likely to offer ideas if they are intimidated by management’s reactions to possible mistakes. Keep in mind and express to employees that mistakes are learning opportunities, which could lead to innovative ideas that have a major, profitable impact on your company. If an idea doesn’t work out, recognize the initiative and effort. Employees will feel further inspired and satisfied, knowing that management truly listens to their ideas and supports their efforts. According to Rechner at Tejas Securities Group, “management’s openness to staff members’ input, feedback, ideas and suggestions is the cornerstone of good communications and strong employee relationships. Everybody wins when they are all part of a supportive team.”The end of the year is fast approaching. I remember that years back I would take a couple weeks in December and just solidify my relationships with my buyers and sellers. I know that we are a little early right now but it is a good time to plan as some of the work can mount up during December if you are lucky.Today, go through your list of clients and maybe clients and decide two things:1. What is the value of this relationship today and tomorrow?2. What is the best way to show that I care as a person and not as a salesperson?Here is what I used to do. I would hand write Christmas cards to everyone on my maybe list of buyers and sellers with a little personal note, this could go out to 300 or 400 people or maybe only 50 you have to decide. You can write these Christmas or more probably holiday cards very quickly once you get a roll going. I just go to the local Wal Mart or somewhere where boxed cards are cheap and buy a bunch, fill them out with a short message personalized with their name on top and send them out. One bad mistake is to have the office pre print cards as it just screams of insincerity. On the same note be sure to stamp the envelope as your office may have a meter machine for postage and this will make your letter look more like a bill, no need to remind them of January early!The next thing you can do is to find a supplier of low priced quality chocolates and get together with others in your All of these steps contribute to a sense of entrepreneurship and empowerment, which are essential to reinforcing teamwork and dedication. Empowerment should be initiated on three levels: encouraging employees to be more active in their work; involving staff members to improve processes and procedures; and enabling them to make more and bigger decisions. In addition to motivation and job satisfaction, employees benefit with strengthened confidence to accept and pursue new responsibilities. Once a few employees succeed, their enthusiasm and motivation would become contagious throughout their teams or departments. As a result, those groups would become more enthusiastic, proactive and therefore, successful, which further stimulates their team spirit. Ultimately, your company has much to gain by empowering staff members. By maximizing employees’ talents and motivation, managers could invest more time in strategic planning and further motivating employees. Be Wary of Financial Incentives and Rewards Certainly, monetary incentives and rewards could be part of your employee-recognition program. However, it is critical that these incentives not be the only or primary strategy for motivating and retaining employees. On the surface, financial incentives may seem to be the most meaningful forms of motivation for employees. However, the short-term benefits may be far outweighed by long-term disadvantages, which could turn your costly financial incentives into serious deterrents to employees’ productivity. As a result, your company’s profitability could suffer, and you may be faced with further costs of replacing employees who leave for more satisfying work environments. Typical of human nature, people tend to think about what their employers have (or haven’t!) done for them recently, especially if they do not feel appreciated. Furthermore, a brief word of gratitude only when a financial reward is presented will not be perceived as a sincere expression of appreciation. The easiest and most cost-effective way to avoid this pattern is to maintain open communication with positive feedback and encouragement at all times, with occasional celebrations – where presentation of cash rewards or announcement of new financial incentives, if any, should be just a small part of these events. Similarly, if cash bonuses are presented on a schedule, such as around the holidays, they probably come to be expected. This reaction could be avoided if bonuses are given randomly, when you have extra money to share with employees. However, before deciding to present cash bonuses, determine if that money could be better used to expand your business. Express to employees how their contributions resulted in the extra cash flow, and rally them up for investing that money into exciting new possibilities for themselves and the organization. In addition to cash bonuses, other types of monetary rewards are profit-sharing plans and Employee Stock Option Programs (ESOPs). Profit-sharing plans are simple types of retirement plans in which employers contribute an amount of money equal to a certain percentage of eligible employees’ salaries. With ESOPs, the company contributes to a trust, and these funds are allocated to individual employee accounts. Also, employees can reserve part of their paychecks to purchase shares of the company’s stock. Profit-sharing plans offer a strong incentive for employees to be more involved with the company. The staff is more likely to work as a team and accept greater responsibility for increasing the company’s profitability. Another advantage is that financial benefits are measurable and objective. As a result, management would not risk showing favoritism, which would cause this motivational strategy to backfire. On the contrary, profit-sharing plans can also have potential drawbacks. They do not guarantee that employees will be focused on customer service, productivity or other essential elements for the company’s success. If profit levels are ever too low to be shared, employees will feel disappointed or even resentful. Even if this does not occur, employees may object to the lack of acknowledgment for their individual achievements. Of course, this particular disadvantage can be overcome with strategies discussed previously. In any case, a negative situation would lead
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