How to deal with bosses and employees

Chapter 9 How to be a Competent Boss - Basic Common Sense and Elements of Management (9)

[-]. How to motivate employees

The purpose of motivating employees is only one - to improve the operating conditions of the enterprise.This is not only crucial for start-ups or companies in distress, but also a goal that should always be pursued in the process of business development.Without effective incentives, an enterprise is like a pool of stagnant water, with no vitality, how can it develop?
1. The importance of motivation

The successful companies in the world are built by the struggle of people. Successful managers must understand this truth: first-class employees and companies cannot be punished by fines, but only by closely uniting the employees of the company and stimulating their enthusiasm. Work enthusiasm and internal potential make them combine their wisdom and ability with the development goals of the enterprise, so that the full potential of the enterprise can be burst out, and then the unique advantages and competitiveness of the enterprise can be formed.

At the same time, how to effectively motivate employees is a management skill that modern entrepreneurs must master, and it is also the only way for a boss to realize the leap from a manager to a leader.

2. How to effectively motivate employees

The principle of effective incentives is actually very simple, so simple that there are only two: material incentives are the foundation, and spiritual incentives are the foundation.

(1) The power of money must not be ignored - material incentives are the basis of incentives
There are two types of material incentives: front-end incentives and back-end incentives.The front-end incentives, as it is often said, "under the heavy rewards, there must be brave men", the purpose is to attract capable people to show up by offering rewards and let them take on heavy responsibilities; the back-end incentives are to reward those who have made great achievements after the work is done.

Any enterprise is an economic organization engaged in commodity production and commodity exchange for the purpose of profit.In other words, the most fundamental purpose of the boss to start a business is to make money.Similarly, the most fundamental purpose of employees working for their bosses is to make money.

We are in the era of commodity economy, and we need to pay money for everything we need for basic necessities, food, housing and transportation?This is the power of money.

Material incentives are "real" and the basis of effective incentives.

(2) Enter a new realm of motivation—spiritual motivation is the foundation of motivation
In addition to longing for money and materials, what employees also long for is the respect and attention of the boss.If beggars don't eat what they get, how can the current employees accept jobs that are not respected or similar to charity?
The psychological needs of employees eager to be respected and valued by the boss are non-material, and it is precisely this "virtual" thing that is the root of effective motivation.

The respect and attention that employees desire specifically includes praise and appreciation, trust, care, respect, attention and reuse directly from the boss.

(3) Spiritual motivation begins with praise and compliments to employees

Make an effort to discover even the smallest of strengths in the work of your people.

——Are some people extraordinarily careful in their work?
——Do some people always like to tidy up their desks very neatly before leaving get off work?

——Is there someone who pays great attention to saving the company's resources?

——Are there people who are never late for work?
……

If you don't praise him or praise him, he will still be the same; but if you praise him, he will do better.

Start with the little things every day, and try to find out where employees feel satisfied and proud of themselves.

——He (or she) wore a new pair of shoes, carried a new schoolbag, and got a new perm...

——He (or she) can write well;
——The employee's children have been promoted to higher education, or have won some honor;

——At lunch, the employee told his colleagues that he bought a lottery ticket yesterday and won a small prize of 50 yuan;
……

If you don't praise him, he will still dazzle in front of your eyes; if you praise him, he will regard you as a friend.

Compliments are a small investment, but when used correctly, their returns can be astonishingly high.

Case story:

As an expert invited by the Beijing Entrepreneurship Guidance Center, I once held a one-year entrepreneurship guidance lecture.Once, one of my students confided to me the distress in the process of starting a business: the turnover of salesmen is too strong, which often leads to the suspension of business.

It turned out that this female entrepreneur was engaged in direct sales of educational books.The work of the salesman is divided into two parts. First, contact relevant units to organize students and parents to attend lectures, and then sell educational books and audio-visual products during the event.The clerk's salary is divided into two parts: during the period when there is no successful contact lecture, the clerk only gets a basic salary of a few hundred yuan a month, and once the contact lecture is successful, the clerk can benefit from the book sales of this lecture Proportionally commissioned.At this time, other salesmen in the group must also help this salesman sell products during the event, but they cannot enjoy the sales commission and still only receive the basic salary.

How can such a salary arrangement not go wrong?The flaws are obvious: first, the basic salary of salespersons is too low, and the business expansion period they get is too short (the salesperson with the least number of contact lectures within three months will be dismissed); second, it is unfair.Also selling books during the course of the lecture, the contacts of this lecture took all the business commission, while the other salesmen got nothing. In fact, the latter sacrificed their own opportunities to go out to contact the business but did not get the slightest compensation.

After careful analysis, I suggested that the trainee appropriately increase the base salary of the salesman during the business development period, and at the same time reduce some sales commissions, and distribute the reduced part to other colleagues in the group who have not yet contacted the successful lectures.

I specifically told this student that she must first seek the opinions of the salesperson before implementing the new system.A month later, she told me that when she proposed a salary adjustment according to my suggestion, she got the unanimous approval of all the salesmen.She also told me that when she saw the excited and grateful expressions of the salesmen, she suddenly understood what motivation is and at the same time found the feeling of being a boss.

After listening to this student's narration, I feel extremely gratified.

Comments:

Shopping malls are like battlefields.A cohesive army is an army with combat effectiveness and an army that can win battles.Similarly, a cohesive enterprise is a creative enterprise and an enterprise that can continuously create wealth.To build such an enterprise, there is no other good way except to effectively motivate employees.In the incentives for employees, we must pay attention to the combination of material incentives and spiritual incentives. Both hands must be grasped and both hands must be hard.

(End of this chapter)