Without Effective Feedback Employees Will Continue To Perform Poorly
It is amazing to me, after working with hundreds of organizations over the past 30 years and observing or coaching thousands of managers, executives or business owners, as to how many just don't get this very simple management principle: you get the behavior you reward. If you want positive behavior repeated, reward it. Let people know you appreciate their effort, dedication, energy, time, etc. If you are getting negative behavior and you ignore it; it, too, will be repeated.
This is one of the concerns I have about annual reviews. If you have behavior from an employee that needs modification, don't wait a year to fix it.
Part of the problem with negative feedback is that managers see it only as punishment or discipline. Negative feedback is designed to change or correct behavior that is inappropriate or wrong.
Always give negative feedback in private. Give positive feedback both publicly and privately. Publicly to build the self esteem of the individual receiving, as well as to send a message to other employees that this behavior is what you are looking for and are willing to reward. By giving positive feedback in private once in a while, you don't send a message to other employees that every time you take Sally or Bill into your office they are being punished.
Surveys have shown that most employees value praise, recognition and appreciation above higher wages and benefits. When managers have been surveyed, they believed that most employees see higher wages, job security and benefits as more important than this positive feedback.
I have just saved you a significant amount of corporate resources. Start giving more positive feedback and you will be amazed at the positive results you will get. Start giving more negative feedback when appropriate and watch productivity improve.
The willingness to give positive and negative feedback is often the outcome of your corporate culture. Remember, all corporate culture, communication, attitudes are top-down. You can't fix these issues bottom-up.
Related Tags: leadership, success, selling, management, sales training, sales, sales management, supervision
Tim Connor, CSP is an internationally renowned sales, management and leadership speaker, trainer and best selling author. Since 1981 he has given over 3500 presentations in 21 countries on a variety of sales, management, leadership and relationship topics. He is the best selling author of over 60 books including; Soft Sell, That's Life, Peace Of Mind, 81 Challenges Managers Face and Your First Year In Sales. He can be reached at tim@timconnor.com, 704-895-1230 or visit his website at http://www.timconnor.com
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