5 Easy Ways To Motivate - And Demotivate – Employees

An employee’s relationship with his or her direct manager is the single most important factor influencing engagement, the responsibility falls to management to improve motivational levels.  Accordingly, here are 5 easy ways to motivate – and demotivate – employees.

1. Align individual economic interests with company performance– Okay, so this first one isn't quite as easy as the others;  it does take more doing at the highest management levels than the rest.   But incentive compensation programs that give employees at all levels of an organization a chance to benefit when a company prospers… can naturally boost motivation (always assuming solid individual performance in order for one to share in financial rewards).

New Data Shows Depth Of Employee Discontent.

2. Take a genuine interest in the future path of an employee’s career  – It does wonders for an employee’s attitude to believe that a manager really cares about where his or her career is headed.  Mentoring, coaching, suggesting additional training or coursework -  all of these can be helpful to employees, and highly valued.

3. Take a genuine interest in their work-life balance – To the extent that managers can offer some flexibility in schedules… and be understanding about family commitments, doctors’ appointments and so on – such sensitivity can be greatly appreciated.  Small gestures often make a big difference.

4.  Listen - This is an easy one: Just listen thoughtfully.   To employees’ ideas for job improvement… or their problems, concerns, frustrations, conflicts, dramas, kids’ issues, parents’ issues, grandparents’ issues – you name it, I’ve heard it.   Okay, so you do have to separate the wheat from the chaff and as a manager it can wear you out at times – but within reason, intelligent listening is an integral part of the job.  (If someone is a chronic malingerer, and carps for the sake of carping, just tell them to knock it off and get back to work.  But if someone is a good employee… well, people appreciate being heard.)

5. Do unto others as you would have done unto you -  When it comes to treatment of subordinates, this is as basic as it gets.  But powerful too – still as valid today as it was a few thousand years ago.   It shows you respect your employees as individuals, and for the job they do.

Now about those easy ways to demotivate someone…

1.     Use your positional power as a manager in a way that shows you don’t fully respect your employees as individuals - This is the reverse of number 5 and it can be subtle.  Be chronically late for employee meetings.  Don’t return their messages.  Ignore their suggestions for how to improve operations.  These may seem like small things to an executive with weightier issues on his or her mind… but the reality is people resent them.  As noted above, small things can make a big difference in one’s feelings about work.

2.    Take credit for a project one of your employees actually did most of the work on - This is guaranteed to make people crazy.  Good managers are secure enough to give full credit where it’s due.

3.    Lose your temper -  A nasty cousin of  number 1) above.  It’s just human nature: People dislike being on the wrong end of this sort of thing.  Lost tempers are often followed by lost loyalty.

4.    Don’t stand up for your employees when under personal or organizational attack -  Assuming the attacks  aren’t merited – just personal or organizational nonsense (which has been known to occur) – your employees will want and expect you to back them up.  If you don’t, they’ll remember it.

5. Be emotionally stingy -  People like praise.  They want to know they’re doing a good job and are valued.  (Assuming they are doing a good job, of course.  If they’re not, then telling them they are does nothing except erode your credibility.)   But if they are doing well, simple words of encouragement are easy, inexpensive and can be motivational.

Courtesy : – Victor Lipman and Forbes

Top 12 Ways to Generate Sales Leads

Keeping leads in your pipeline is the only way to ensure that you will continue to grow your business. Leads don’t happen automatically; you must create them. Here are the top dozen ways to generate your leads.

1. Join a networking group. Local business networking or lead groups are plentiful. Choose a group that encourages one-on-one exchanges where you can develop relationships over time. Don’t expect to do business directly with members of the group; instead, educate members about what you do so that they can refer people to you (and vice versa).

2. Join an association. Local chambers of commerce, professional associations and other groups offer opportunities to network as well. Again, relationships that take time to develop may not necessarily translate into immediate leads but can contribute to lead generation down the road.

Join an association’s committee, volunteer to be a speaker or help organize an event to create a close working relationship with other members.

3. Make cold calls. You can approach prospective customers by telephone or, if you’re bold and the situation is appropriate, in person. Either way, you not only generate leads, but help to develop your sales techniques.

4. Develop strategic alliances. Depending on the type of business you’re in, you may mesh well with another type of business for the purpose of cross-referrals. For example, accountants may refer clients to bankers and vice versa. In some cases, referrals may proceed only in one direction; develop a number of alliances so that referrals come your way.

5. Generate referrals. Obtain the names of prospective customers from your existing customer base. Offer incentives, if necessary, to solicit referral information (e.g., cash back with each referral that becomes a customer). Also seek referrals through family, friends and other business associates.

Ask for referrals by those who may have no interest in your business. For example, if a prospect turns you down, salvage the experience by asking for a referral to someone who might have a need for your product or service.

6. Host seminars. Instead of speaking a dozen or more in one place. Offer information through a seminar – this is a valued service to people and showcases your expertise. Build attendance by inviting existing customers and having them bring new faces. Leave your commercial for the end of your presentation – keep it brief so as not to distract from the presentation you've jest completed. Ask orally or through a written handout whether attendees have an interest in hearing from you after the seminar so you can follow up effectively.

7. Be a guest speaker. Local business associations and charitable organizations are always looking to fill their event schedule with speakers. Offer to talk to members on a topic that can highlight your expertise. Speaking leads to visibility in your community.

8. Host a special event. Hold an after-hours wine-and-cheese party for your customers. Have them bring their friends (your new prospects).

9. Become a community volunteer. Join a local organization that has nothing to do with business – the volunteer ambulance corps, Mothers against Drunk Driving (MADD) or the PTA. Again, the aim is not only to support the local organization or cause but to become visible and develop relationships. This activity may not produce immediate sales leads, but you’ll be supporting an important cause and over time you will gain new relationships that will help your business.

10. Send direct mail. A mail campaign need not be a massive undertaking costing thousands of dollars. You can adopt a limited program in which you send out five or 10 pieces each week. The key in your program is to target your prospects and then follow up with a telephone call. By having a direct mail piece precede your call, you’ve warmed up a prospect – you can refer to the piece and ask the prospect if he or she’s had a chance to read it and has any questions.

11. Use trade shows. Trade shows provide a venue for obtaining a large number of leads in a short amount of time. Whether you have a booth or table at the show or ware a visitor, you can exchange business cards with others at the show.

Write key information on the back of each business card to help you remember something about each person.

12. Observe the three-foot rule. Whenever you are with three feet of someone, be prepared to give your 30-second commercial about who you are and what you do. Introduce yourself, state the name of your business and give a brief explanation of what your company can do for a customer.

Using the three-foot rule turns waiting time into productive time when you’re standing in line at the post office, bank or another location.

** Courtesy - B2B Marketing Ideas