Leading through Motivation
...is is because it provides confidence to the employee. While it may not produce short-term results in some instances, it has long-term motivational impact. When certain times call for constructive criticism, a positive approach is the best option. Always start and end feedback with a compliment. Find something good to say about the employee, ensuring his cooperation. It will also help the employee feel he is not a failure. Charles M. Schwab, a prominent American industrialist says, “I have yet to find the man, however great or exalted his station, who did not do better work and put forth greater effort under a spirit of approval than he would ever do under a spirit of criticism.”1 Mr. Schwab, in this quote, emphasizes the need for continuous positive reinforcement. A manager’s capacity to listen is a crucial factor in employee motivation. The manager needs to create an atmosphere in which salespeople feel they can offer their input. More importantly, salespeople need to feel that their input will be acknowledged. If they have suggestions on how to improve the way things are done, they should be encouraged to share their ideas. Holding regular staff meetings, one-on-one meetings to gather input, or creating an old-fashioned suggestion box can foster an environment of openness where each opinion counts. A manager who listens teaches his employees, by example, how to conduct themselves with their coworkers and customers. An employee whose opinions are valued will more than likely value the opinions of others. Employees with an opportunity for growth are generally motivated to excel. People who perform should not only be rewarded financially and be recognized, but they should also be offered new opportunities to grow within the organization. Employees...