What Motivates Your Employees and Why It Matters?

When it comes to motivation in the workplace, the question is not whether your team members are motivated, but why they are motivated, says Susan Fowler, a senior consulting partner with the Ken Blanchard Companies and author of the new book “Why Motivating People Doesn’t Work…and What Does.” Fowler recently spoke with business leader and blogger Skip Prichard, who blogs at SkipPrichard.com. Here are some of Fowler’s thoughts on motivation from that conversation: Understanding Motivational Differences “The energy and impetus a person brings to any action can be qualitatively different. Some reasons people are motivated tend to promote well-being for themselves and others – and unfortunately, some reasons don’t. Motivation that comes from choosing to do something is different from

An Undesired Effect of Cash Incentives

Most career sales jobs have a commission pay structure. In addition, many companies pay bonuses in attempt to motivate employees to stretch themselves and improve performance. Pay for performance is a time-honored compensation strategy, but recent research shows that people who are rewarded based on performance think differently about money than people who receive a fixed salary. The performance pay approach risks encouraging workers to focus on pay and not on the work. According to a report, commission-based workers express more desire for money than people who receive fixed salaries – even when the amounts they earn are similar. In a study by Loran Nordgren, an associate professor of management and organizations at Northwestern University’s Kellogg School of Management, participants