“Max, I know how you feel about your team’s attitude toward work. You believe they only show up for the paycheck. You believe, as a manager, you have to incentivise them above their normal pay, with a bonus or spiff to get them to pay attention, or otherwise engage in discretionary effort. Your belief is in line with many employee studies that say most are NOT engaged with their work. So, let’s not talk about your team. Let’s talk about you.”
“Alright, I’m game. But, understand that I am here for the money, too,” Max clarified.
“Yes, you are right, we do have to pay competitive. More importantly, we have to get money off the table. As long as people focus on money, or, because of their circumstance, have to focus on money, employee engagement will be fleeting, at best.”
“Okay, but understand that I am still here for the money.”
“Are you really? I could show you a number of ways that you could make a great deal more money than you are making right, now,” I teased.
“I am all ears,” Max replied.
“If you were willing to sell marijuana, which is now legal in some states, you would make more money than you are currently making.” I stopped to gauge his reaction to this unusual suggestion.
“But, what?” I interrupted. “You see, it’s not all about the money. People, even you, want work where you can make a contribution to something larger than you. You want work where you can bring your full capability, spread your wings AND receive fair compensation for that work. You want work where your contribution is recognized as important, work that does NOT need a carrot-or-stick for you to get on with that work.”
Max was quiet. He was thinking.
“Max, you are the manager of your team. You get to design that team, select that team and create the environment that team works in. As the manager, you DECIDE the culture of that team. What will be your foundation? Will it be built around spiffs, or accomplishment? I have never known a person to be more competent in their role because they were paid a bonus.”