Motivation for people that I work with I find is best achieved through a combination of modeling and clear communication of a future vision. I can't ask others to do what I am not willing to do myself, so modeling good attitude, attention to detail and work quality is important. One of my clients, who manages a large office said that one of the first things he needs to teach new graduates in their first work experience is that you can't "just take a B" on any work project, you need to always work towards the "A" or in other words the best you can do. I repeat that to my staff when it needs reminding. I try to communicate a future vision of a bigger, more efficient company. With the people I work with, I generally have a good relationship and most are good workers, so there are not a lot of conflicts.
The tenants in properties managed by our company I also try to keep a good relationship with. Generally I start to try to motivate by asking for their cooperation, expressing a vision where a future relationship would continue to be good if they do what I have requested. For people for whom that does not work I have to use more of a fear/threat to be motivating. It's not my preference, but the law is very limiting to what can be done. While I was amused by the Glen Ross speech, I grew up in a Real Estate sales office, and I saw better results through organized inter-office competition than I would expect that speech to do. Certainly it takes guts and aggression to be successful in sales, but creating a hostime atmosphere is going to make people not want to be there instead of making them motivated.
I'm commenting on my own post because I realized a few hours after posting that I had not finished my thought...
ReplyDeleteI have experienced flow in multiple periods, normally related to schoolwork. I have times that all concentration is on a project and time flies. As an undergrad I had a cassette tape (I'll explain what those are later) that had the perfect music to fade into the background. I would turn the tape over every 45 minutes and would often be oblivious to the music and distractions around me while it was going on. Even now as I work on projects, when everything is going perfectly and the mental challenge is there, but seems achievable, I can have several hours pass without noticing. At work I am distracted multiple times an hour by people, phone calls, new problems and remiders of old ones. If I have a work project that needs concentration and attention I take it home so I can think and not be interupted.
I personally wouldn't write off the glenn Garry speech that quickly. I understand that you have a lot more experience that I do, and I believe your method makes a lot of sense, however I think we have more tools than just modeling in our managerial tool box. Soft approaches don't always work and from what I have seen kicking some one in the ass, if necessary and they will respond to it, is just as useful.
ReplyDeleteI think what it comes down to, is your personality and the team's dynamic. It is hard to force something that is not you, and not right for your team. Either way, I like having more tools than less at my disposal.