Tune in to WIIFM for motivation – Tip 33

WIIFM! No, it’s not a new radio station. It’s the What’s-In-It-For-Me syndrome. And it is the first rule of motivation says Mario Pretorius in his latest tip. The sweet spot of motivation, he says, lies more in the status than the reward. Incentives can, and should, motivate – but do not ritualise the process. If you do, it will morph into an entitlement that only dynamite and tears can dislodge, says Mario.

EntrepreneurThe first rule of motivation: W-I-I-F-M: What’s In It For Me.

Often the hand is stuck in the air with the fingers splayed. Each finger is a countdown on WIIFM. True. Incentives can and should motivate, if the objective to follow has not personal metaphor, it is difficult to conjure up the spirits.

“Keeping your job’ is trite, but also effective. In fact fear motivates thrice as much as reward. The Heat is more effective than the Light in the short term. Ultimately, like the kids we used to be and often parent, the intrinsic value of doing things should become their own reward.

Then there is the turbo of incentives. Like turbo power, there is a lag and a price to pay afterwards. When the incentive has lapsed, and the winners of the Boat Cruise announced, the output level is hardly 100% of what it was before the competition. And, of course, the question on everyone’s lips is what next year’s prize is going to be.

Thus the trap for enslavement to the kicker is dug by the well-meaning management itself. The moment we ritualize this, whether in politics or in business, the extended expectation is created that magically morphs into an entitlement that is only dislodged by dynamite and tears.

Where does the sweet spot of motivation lie – in the individual carrot or the corporate buffet? In the unreachable or the mundane? What should the refresher rate be? Annual change or continued change?

 

This tip is an extract from the manuscript of “The Unconventional CEO:

Common sense outside of conventional Management thinking” (by Mario Pretorius).

 

Isn’t it refreshing to be confronted by the art of motivation where science falls into a torpor? Here’s some guidance on motivation:

Ask. The expectations of people are more modest and mundane when requested by someone who may view them as greedy and self-serving. Not that you would ever do that, but modesty is a virtue for most.

Be fair. Every child knows what’s fair without being taught. Fairness is company-wide, not just sales. Bonuses are company-wide, not just for collections.

The status must exceed the reward. The monies will be spent, the trip long gone but the accolades will reverberate in the memory and on the CV.

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