Motivation and incentive systems or: the gentle revolution
(openPR) - you run like the running horses, compete around conversions, Boni, premiums and are against each other continued to stimulate: with luxuriösen journeys to the pyramids, cars, expensive Stereo-Anlagen etc. pompösen.
Aussendienstler and sales manager are at pressure. They are in 2007 their sales objectives, if possible, to exceed. Maximum output are expected by them, which their employer with all finesses presses out of them. Motivation is called in the firm jargon.
Until some time ago euphoria prevailed. The personnel chiefs exceeded themselves mutually in inventing the ausgeklügeltsten content systems, which Incentive industry boomte.
Clear it is however that ever more material incentives for the particular do not lead inevitably also to completely better results. Instead of increasing conversions many enterprises act dissatisfied customers and frustrated coworkers in. Each premium, which they pay to their selling coworkers, increases their expectation attitude, disappointments can at all be missing.
In addition the different payment of outside and indoor service provokes disturbances in co-operation, envy and plots among the colleagues. The possible consequences: unsatisfactory Kundenbeziehungen, higher fluctuation and time absent, sinking readiness to perform, internal notice and in individual cases psychological collapses.
Strong material incentives work like strong medicines: They have effects, in addition, unwanted side effects. Naturally they lead at short notice to ever more output. But the coworkers do not work any longer, because the work makes fun for them, but because the reward signs to them. Fascination outgoing from such „bribery the “shrinks from round to round.
The cause of the demotivation, often guidance errors, continues to rampantly grow against it unhindered.
That money does not animate humans to increased output, one already knows for the 60's. At that time the American psychologist Abraham H had investigated and with the fact had stated. Maslow the needs of humans that the desire for acknowledgment and security human acting determined, but from the longing to self development is still exceeded and - implementation.
Managers, who delegate their guidance responsibility to material incentive systems, and according to property gentleman Mr. praise and blame distribute, make their job not. And which is the job They are to agree upon salaries and clear achievements and examine then. Coworkers come out from these achievement discussions ideally, like their superiors also, as winners. I.e. one informs oneself on a Schnittmenge, to which both “” can.
Financial incentive systems do not only destroy the motivation, it have a further negative effect: For each visibly stigmatisieren it the Nichtbelohnten to losers. There e.g. the 10 best salesmen with substantial sums are prämiert, the remaining look into the tube. Some reasons good of them could call, why they did not achieve or did not exceed the agreed upon achievements.
A further negative side effect: dissatisfied customers. Actions and competitions, which are recompenced as auxiliary conversions with premiums and Boni, can lead at the customers to wrong provision with stocks.
Motivation over Incentives and incentive systems to reach, may have other case in or a success, but on a long-term basis seen, is more successful values such as identification with the enterprise, team matchingness and obtained and lived joy in the sense of acting for all sides.
Contact information/press contact:
Dr. Kriegeskotte Sales Consulting Group
Personal and management consultation
Registered place of business: Gewerbestr. 4
78479 island Reichenau (Baden-Wuerttemberg)
Telephone: 07534 - 99 55 97 - 1
Fax: 07534 - 99 55 97 - 9
E-Mail: info@kriegeskotte.com
Internet: www.kriegeskotte.com
Firmenportrait:
Dr. Kriegeskotte Sales Consulting Group personal and management consultation
Specialization on efficiency increase and reduction of costs in selling, marketing and management.
Management:
Dr. Uwe Kriegeskotte
Dipl. Vertriebswirt, Doktor of philosophy
For 17 years in the management, marketing and selling of European and world market leaders actively
Firm's structure:
Our team consists of specialists with optimally complementing fields of activity. All advisors have a professional experience of many years in the authority, in which they are active as advisors.
Ranges such as economics and tax law, IT-co-ordination and Controlling belong exactly the same to our emphasis, as also the cover of the requirements in marketing-mix.
Coworkers of Dr. Kriegeskotte Sales Consulting Group look for solutions, which become fair the development of the respective industry and the needs of the client in best way. They recommend their services then only if they expect that their work brings advantages for the client. They treat all internal procedures and information of the client strictly confidentially.
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