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4. Set challenging goals. My experience has taught me that people strive to achieve what is expected of them. If you set challenging goals your team will work hard to accomplish them, providing of course, they are realistically attainable. It is amazing what people can accomplish when they are given
opportunity to perform. Communicate these goals and keep your team informed on company’s progress.
5. Give them tools to succeed. No team will stay motivated if they do not have necessary tools required to do their job. This includes; equipment, internal support, inventory, marketing materials, training, etc. Simple things annoy people. Many years ago I worked in a restaurant where owner refused to give servers trays to carry drinks because he thought it was an unnecessary expense. Frustration ran high when servers had to make more trips to and from bar.
6. Manage poor performance. Your team expects you to manage individuals who do not perform to standard or contribute fully to efforts of team. However, many managers ignore poor performance because they are afraid of potential conflict. Instead, they hope that situation will resolve itself. It never does and this “blind” approach affects profitability, causes higher turnover, and contributes to low morale in workplace. While poor performance and conflict are seldom enjoyable to deal with, you have a responsibility to your team and company to manage it. Here is B.E.S.T. method of dealing with these situations:
Begin with situation. “Pat, when we receive a shipment and you expect others to put it away…” Express result. “…it causes friction because everyone is expected to pitch in.” State desired change. “In future I expect you to cooperate with rest of group to ensure that shipment is stored quickly. This means I want you to stop whatever you are working on and help put away stock.” Tell them consequence. “If you don’t contribute to this task I may be forced to take additional action.”
7. Lead by example. If you want your team to treat each other with and dignity, you need to set tone. If you expect them to be motivated and enthusiastic it is critical that you behave in this manner. As an owner, manager or business leader, your team looks to you for direction and guidance.
Kelley Robertson is a professional speaker and trainer on sales, sales management, negotiating, and employee motivation. For information on his programs, visit his website at www.KelleyRobertson.com. He is also the author of “Stop, Ask & Listen – Proven Sales Techniques to Turn Browsers into Buyers.” Receive a FREE copy of “100 Ways to Increase Your Sales” by subscribing to his 59-Second Tip, a free weekly e-zine at his website. You can also contact Kelley at 905-633-7750.
