HowCompaniesGetMotivationWRONG!Manycompaniesgetmotivationright…Manycompaniesgetmotivationright…ButmanycompaniesgetmotivationwrongAndsomegetitspectacularlywrong!Andsomegetitspectacularlywrong!Andthat’snotgoodAndthat’snotgoodInourworkwithcompaniesacrossthecountry,wehavehadtheopportunitytoexaminewhythishappens…Inourworkwithcompaniesacrossthecountry,wehavehadtheopportunitytoexaminewhythishappens…FocusonlyonmoneyNomanagerdiscretionNomanagertoolsToocomplexWrongmeasureCommunicationFixatedoncosts2.Don’tgivefrontlinemanagersenoughdiscretion2.Don’tgivefrontlinemanagersenoughdiscretion3.Don’tgivefrontlinemanagersenoughtools3.Don’tgivefrontlinemanagersenoughtools4.Makingincentivestoocomplex4.Makingincentivestoocomplex5.Rewardingthewrongthings5.Rewardingthewrongthings6.Notcommunicatingenough6.Notcommunicatingenough7.Focusingonthe“cost”ofmotivationalprograms–nottheresults7.Focusingonthe“cost”ofmotivationalprograms–nottheresultsDoesanyofthissoundfamiliar?Therealquestionis…Therealquestionis…whattodoaboutthis?FirstrecognizingwherewetendtogowrongiskeyFirstrecognizingwherewetendtogowrongiskeyThenwemergetheoryandexpertisetodevelopsolutionsusing…The4-DriveModelEmployeeMotivationSimplify,simplify,simplifySimplify,simplify,simplifyConductananalysisonwhatbehaviorsyourrewardprogramsaredrivingConductananalysisonwhatbehaviorsyourrewardprogramsaredrivingAndmakesurethatthisisALLcommunicatedwithaPASSION!AndmakesurethatthisisALLcommunicatedwithaPASSION!Finally–don’tletPurchasingfocusyoujustonthedirectcostofaprogram–makesureyoulookathowtheprogramdrivesmotivationandresults.Aprogramthatincreasessalesperformance1%ata$1Billiondollarcompany=$10MillioninadditionalsalesAprogramthatincreasessalesperformance1%ata$1Billiondollarcompany=$10MillioninadditionalsalesMakesurethatyoudon’tmakeamotivational…TakeActionToday!