60 second blog – Motivation
We offer bonuses to motivate staff. This motivation works sometimes, but why not every time?
There is a saying: we walk towards what we seek e.g. a bonus. However, we run away from what we fear e.g. a fire. Hence fear is a stronger motivator than reward.
So, if we really want to motivate people we have to use both in combination. Let’s say that we tell a salesperson that if they sell, we will reward them, but if they don’t sell they could lose their job. There is a carrot and a stick.
This is also called “loss aversion”: once someone has something, they fear losing it. They will protect much more what they have rather than try to get more. More is a nicety, but often just that.
DISC is a behavioural profiling system. Different profiles, different desires and fears – different motivation. Hence, it is a great management and recruitment tool.
If you know your employees’ profiles it is much easier to decide how to motivate them.
Management is about changing people’s behaviour, to motivate them to do something they would not have done otherwise. If you don’t make them change their behaviour you don’t manage them.
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