Can’t figure out what makes the employee tick? There is “new math” available to help you get your employees to work at a higher pace. Since you pay them 100% of the salary it’s only fair that they deliver a higher percentage of focus on the job task. The “new math” is called Internal Motivation. The road to Internal Motivation is simple, help the employee build a Vision for their future. Shift from the goals of the company to the personal goals of the employee. Then allow the employee to “use” the company to accomplish their personal goals – their Vision. The truth is that most employees come to work for very personal reasons but when they arrive we try make them transition to company goals.
Ask yourself these 10 questions and you may arrive at a better understanding of the employee — and a better work life for yourself.
1. What is your rep trying to accomplish?
2. What are your employee’s personal goals? (These may be different from what the employee is trying to accomplish.)
3. What does your employee’s family want you to accomplish — and how does that relate to question #1?
4. Is your employee ambitious or content?
5. If your employee is ambitious, is it about substance or recognition — or both?
6. Why is your employee the employee? Why did you pick your employee for the job?
7. Are other team members more ambitious than your employee?
8. What do you want out of your current position — and is this compatible with your employee’s goals and ambitions?
9. Do your goals advance your employee’s ambitions — or conflict with them?
10. What kinds of problems most worry your employee? What kinds of victories most please your employee?
I suggest a heart-to-heart meeting with each employee. Start by saying, “I’m going to be perfectly open and honest with you as I share my personal and life goals with you. Can I depend on you to be perfectly open and honest with me today about your personal goals?” Folks … a bond is formed during this open communication. Now all you have to do is tie their personal goals to the goals you have as a company and you get fully engaged employees. Rather than, did you make your budget this month – ask how much commission do you need for the down payment on the house for your wife and kids?!
For a list of the top questions for strong Vision Building email: Greg@GregWinston.com
Put Vision Building in the title.
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