Budgets, Forcasts and Sales Quotas

Over the years, I have observed any number of approaches to getting employees to work more effectively, smarter and harder. You would be amazed at how naïve many managers are today when it comes to understanding human nature, motivation and emotional needs and drives.

People want a number of things in their careers or jobs. To mention a few, they want:

· To be involved.
· To feel like they belong.
· To contribute.
· To control their destiny.
· To feel worthwhile.
· To be in on things.
· To be appreciated.
· To be recognized.

Most managers believe that all that employees want is:

· More money.
· A nicer office.
· Better benefits.
· Shorter work week.
· More vacation time.
· More paid holidays.
· Toys, perks, etc.

So, many of these managers create compensation programs, bonus plans, budgets, quotas and so on that send the message to the employee that, in order to achieve all you want in list one, just sell more, work longer hours, work harder and you will earn more of the items in list two. The problem is that many of the items in list one can’t be satisfied by getting more of the items in list two. So, what’s the answer?

If you want motivated, productive, happy, fulfilled and loyal employees, spend more time focusing on how to give employee more from list one than list two. This doesn’t mean you can ignore the items in list two. Just remember – performance, loyalty, productivity and success are not purchased, but cultivated over time.

Article Source: http://www.content.onlypunjab.com

Tim Connor, CSP is an internationally renowned sales, management and leadership speaker, trainer and best selling author. Since 1981 he has given over 3500 presentations in 21 countries on a variety of sales, management, leadership and relationship topics. He is the best selling author of over 60 books including; Soft Sell, That’s Life, Peace Of Mind, 91 Challenges Managers Face Today and Your First Year In Sales. He can be reached at tim@timconnor.com, 704-895-1230 or visit his website at www.timconnor.com.

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