“Well, I certainly don’t manipulate my team members,” Helen insisted. “I like to think that I motivate them to get the work done.”
“Tell me, how do you do that?” I asked.
“Well, I think it begins on their first day at work. Our orientation does a really good job of explaining to them our philosophy as a company, our mission in the marketplace, where we standout against our competitors. Then, everyone, no matter what their role, goes through a pretty intensive training program, to make sure they have the skills they need to be successful. In my opinion, it’s pretty motivational.”
“How so?” I probe.
“Once they come out of training, they have to pass some competency tests, to make sure they actually have the skills they need. If they do that, they immediately get a pay rate increase, from training pay to Pay Band I. Our training pay is just above minimum wage. Pay Band I is calculated based on their actual role, their job description. It’s beginner’s pay, but it’s a step up, so immediately, they are rewarded for their efforts.”
“So, if they successfully complete their training program, they receive a reward in the form of a pay increase?”
“Yes,” Helen replied, smiling and nodding.
“Sounds like manipulation to me,” I observed.