Motivation (The Brian Tracy Success Library)
Author: Brian Tracy
Pub Date: April 2013
Print Edition: $9.95
Print ISBN: 9780814433119
Page Count: 128
e-Book ISBN: 9780814433126
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Introduction IN ANY ORGANIZATION, the greatest untapped resource, and the most expensive, is its people. The greatest potential for growth, productivity, performance, achievement, and profitability lies within the skills and abilities of the average person. In this book, you will learn one of the most important functions of management—the ability to motivate others to peak performance. You will learn how to use some of the very best ideas discovered in the last fifty years to enable your people to contribute their maximum to the organization. One of the things we know is that you cannot motivate other people, but you can remove the obstacles that stop them from motivating themselves. All motivation is self-motivation. As a manager, you can create an environment where this potential for self-motivation is released naturally and spontaneously. According to Robert Half and Associates, the average person works at about 50 percent of capability. The other 50 percent is largely wasted throughout the working day in idle conversation with coworkers, or when we waste time on the Internet, come in late, leave early, take extended coffee breaks and lunches, and handle personal business. One of the reasons for this time wastage, which is one of the greatest financial drains on any organization, is that people are not motivated and focused enough on their work; they lack the urgency and direction to get the work done before anything else. This is a challenge that a good manager can resolve. Tap Into the Unused 50 Percent Your job is to tap into the unused 50 percent that the company is paying for, and to channel that time and energy into producing more and better work. The purpose of a business is to get the highest ROE (return on equity) from the amount of capital invested in the company. The goal of management is to get the highest ROE (return on energy) from the people who work there. Financial capital is calculated in dollars. Human capital consists of the mental, emotional, and physical energies of the individual. Your job as a manager is to maximize this human capital and focus it on achieving the most valuable and important results possible for the organization. Remove the Demotivators There are two major demotivators in life and work. They are both factors that begin in early childhood and carry forward into adult life. They are often referred to as negative habit patterns or conditioned responses to stimuli. The first of these demotivators is the fear of failure. This is the greatest single obstacle to success and achievement in adult life. Because of destructive criticism in childhood, adults grow up afraid of making a mistake or failing at their work. This fear serves as a form of paralysis and holds people back from taking risks, volunteering for new responsibilities, or extending themselves in any way. Fear of failure continually creates reasons or excuses for nonperformance. The second major demotivator is the fear of rejection. This hurdle arises in early childhood when parents practice “conditional love” on their children. They make their love and support conditional upon the child performing to some undetermined high standard. The child then grows up hypersensitive to the opinions, comments, and feedback of others, especially the boss in the workplace. This fear of rejection is also a fear of criticism, condemnation, or censure—the fear of making a mistake and being dumped on for it. Excellent managers are those who practice “unconditional acceptance” with each employee, causing all employees to feel safe and secure with their boss and in their work. Drive Out Fear There are many other reasons for demotivation and poor performance, but these are the two main fears that prevent people from extending themselves to do their very best. Successful organizations and managers are those that consciously and deliberately remove these barriers. They make it all right to fail or to make mistakes. They make it clear that nobody gets rejected, dumped on, criticized, or threatened with retaliation for making a mistake. The best managers create an environment where people feel free to be the best they can be. W. Edwards Deming, the father of total quality management, said that one of his fourteen keys to building a high-performance organization was to “drive out fear.” In the absence of fear, people tend to perform and produce at a higher level than ever before. In this book, you will learn a series of practical, proven methods and techniques that you can use to reduce the fears of failure and rejection, increase the propensity to try more things, and cause people to feel terrific about themselves when they work for you. Only when people feel good about themselves are they motivated to work hard and succeed. Each of these ideas is based on years of research and practice. Sometimes implementing just one of these ideas can transform an average work environment into a superior work environment almost overnight. The Key Factor The key factor in motivation and in peak performance is just one thing: the nexus between the manager and the managed. It is what takes place at the moment of contact or communication between the manager and the employee that is the key determinant of performance, effectiveness, productivity, output, and profitability of an organization. The point at which the two people connect, whether positively or negatively, is where the past, present, and future performance of the individual and the organization is determined. When this contact between the boss and the subordinate is positive and supportive, then performance, productivity, and output of the individual will reach its highest level. If this point of contact between the manager and the managed is negative for any reason at all, performance and output will decline. A negative relationship with the boss will trigger fears of failure, rejection, and disapproval. The ideas in this book are all focused on improving the quality of this nexus or meeting point between the manager and the staff. Everything you do to improve this intersection or contact improves the overall quality of your work life, no matter where you are on the ladder of management. One last point before we begin: As Einstein said, “Nothing happens until something moves.” By the same token, nothing happens until someone moves. None of these ideas will be of any value until and unless you take action on them— preferably as soon as possible. Effective managers are intensely action-oriented. When they hear a good idea, they move quickly to implement the idea and put it into action. Therefore, as you read this book, if you learn anything that you think can help you to motivate your staff to a higher level, don’t delay. Practice it immediately, that very day. You will be amazed at the results.
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