Part 5
Motivation

When someone else blows your horn, the sound is twice as loud.

—Unknown

Do you have trouble getting out of bed some mornings? Every morning? Well, your direct reports probably do, too. Motivation can be an issue in any job, whether you’re an air traffic controller (let’s hope not!), a masseuse, or a construction worker. Work is called work for a reason; it’s not play, and sometimes people need a nudge every now and then to keep them on track and contributing to the bottom line. Most managers do this using Freud’s pleasure-pain principle: they apply pain (confrontations, negative reviews, docks in pay, Machiavellian mind tricks) to stop negative behavior or underperformance; and they beneficently bestow pleasure (raises, bonuses, time off, SWAG with company logos) to reward them and keep the good stuff coming. There’s still disagreement on what approach works best, and most managers tend to use one tactic more than the other. No matter your style, keep in mind that you are dealing with people, not robots. Personally, I like the Golden Rule when it comes to motivation: Don’t use any tactic on your direct reports that you wouldn’t want used on you.

How to Set Expectations

Vague to Specific

• There is no real way to measure success here; just do the best you can.

• It’s hard to set expectations when everyone is so different.

• Just do your job and I won’t have any problem with you.

• You know what you need to do. Do I need to spell it out for you?

• I expect everyone here to work hard and have fun. Any questions?

• I am not asking anything of you that I don’t also expect from myself.

• I expect a lot from you, but I also expect a lot from myself.

• I set the bar reasonably high, so just do the best you can.

• I don’t expect you to become a workaholic, but you need to do your share of heavy lifting.

• Be a strong self-starter and strong finisher; that’s all I ask.

• If you kick ass here every day you’ll have no problems.

• I’d to go over some goals for this quarter. Are you game?

• What are some concrete goals you think you should be shooting for?

• What would you think of getting X done by X date?

• My expectations for this year are pretty specific. Here they are.…

• Here is exactly where I’d like you to be in X months. Is this doable?

How to Assign Tasks

Laissez-Faire to Directive

• I’m sure you’ll find your own level here eventually.

• When you’ve figured out what you want to do, just let me know.

• Just figure it out yourselves; I’m not interested in micromanaging.

• I don’t care who does what, as long as everything gets done.

• Do whatever you’re most comfortable with and we’ll figure out the rest.

• Everyone just needs to carry their own weight; the rest will work itself out.

• My goal is to get everything done; how that happens is up to you.

• I have my own ideas about how this can be accomplished, but I’d like to know how you’d do it.

• How would you like to approach/organize this task?

• How about we all draw names out of a hat to assign tasks?

• Please let me know what you’d like to do; I want everyone to be happy.

• We will break this assignment down into smaller tasks and then each person will choose one.

• I’d like to talk about assigning individual tasks. Everyone should let me know their preferences.

• Here is a breakdown of assignments and who does what. Let me know if anything needs to be changed.

• Here is the schedule for who does what. Any questions?

• This is how this is going to play out; I’ll be looking at the results carefully when you’re done.

How to Delegate Tasks

Nondirective

• You like this kind of stuff, right? Would you like to give it a try?

• This is a task that is uniquely suited to you. Why don’t you give it a try?

• I think this would be right up your alley. What do you think?

• How would you feel about taking a crack at this?

• I know you’re busy; could take this on right now?

• I think you’d be the best person to handle this particular job.

• While I’d like to think I can handle everything, I need you to take up some of the slack.

• I’d like you to step up and assume more responsibility in this particular area.

• I’m going to ask each of you to select a part of the project to make your own.

• I will delegate some tasks, but feel free to let me know if something doesn’t suit you.

• Many leaders delegate because they lack confidence; I delegate because I trust you implicitly.

• I’d like you to handle this. Are you okay with that?

• I’m going to take each of you aside and explain your assignment.

• Everyone has a specific task to accomplish; if one fails, we all fail.

• It is critical that everyone here owns his assignment. It’s all about personal responsibility.

• This isn’t a democracy; either you choose or I’ll choose for you.

• It ultimately comes down to this: I delegate, you do it, we all win.

Directive

• It’s your turn. Show me what you can do!

• If I don’t delegate I may as well relegate myself to the unemployment line.

• Your assignments are fixed and nonnegotiable. If you have any issues, take them up with HR.

How to Reward Excellence

Parsimonious

• I’d reward you, but I don’t want to make the others jealous.

• For the conscientious worker, excellence is reward enough.

• We consider working here the highest reward of all.

• At the end of the day, an honest eight hours’ pay is all the reward most people want.

• You’re doing great—but don’t take your foot off the gas yet.

• We’re very proud of your dedication and hard work. Keep it up.

• As always, nice work.

• I knew I could count on you.

• I love that you love making me look good! [joking]

• I literally don’t know what I’d do without you.

• Have I told you lately just how valuable you are to this company?

• We are all indebted to you and your outstanding work ethic.

• Our success is a direct result of the outstanding work you do here. Thank you!

Lavish

• I like to reward people like you who have gone the extra mile for the company.

• Keep up the good work and I’m sure you’ll be compensated for it down the line.

• Your hard work and commitment will be rewarded at some point, I promise you.

• If you keep this up I think a bonus may be in the works.

• Given everything you’ve done, I’d like to reward you with a few paid days off.

• Because of your work in X project, you will be receiving a bonus of X amount.

• I am giving you a raise and the corner office. Congratulations!

• What would you like best: a vacation, a bonus, or a raise? Or would you like all three?

How to Provide Incentives

Begrudging

• The incentive I love to give most is continued employment.

• I’m not a big fan of rewarding one’s reasonable service, but we can give it a try if you want.

• Most people don’t need incentives to do a good job, but I guess we can try it out.

• Sometimes the cost of an incentive program negates the gain, but I’m willing to roll the dice.

• I love to have a little something to look forward to when my job is done.

• I’m thinking we need a little more carrot here, and a little less stick.

Lavish

• Since you need some motivation, here are the incentives for this project.

• Incentives usually don’t help a chronic underperformer, but in your case maybe they will.

• Everyone needs something attainable to shoot for, so here is what I can do for you.

• Most of us need a little boost every now and then.

• I think these new incentives will help you keep your eyes on the prize.

• Incentives work much better than punishment, don’t you agree?

• I believe this new incentive program will help everyone realize their goals.

• The carrot always works better than the stick, so who would like a carrot?

• What sorts of incentive would motivate you the most?

• I’d like to tailor these incentives to each person individually; that way, they’ll be much more effective.

How to Build/Inspire Confidence

Restrained

• As long as you do it tactfully, it’s okay to blow your own horn once in a while.

• This world is a tough place for wallflowers. Don’t let that be you.

• I bet your spouse/family/friends/coworkers are pretty proud of you.

• It’s okay to toot your own horn from time to time, you know.

• You have every reason to be confident and self-assured.

• I wonder why you are so modest about your accomplishments.

• Confidence is something that is learned. Don’t worry, you’ll get there.

• Building one’s confidence takes time. Just hang in there.

• If you act “as if,” the confidence will be sure to follow.

• You could do so much if you just believed in yourself a little more.

• People would respond to you differently if you just carried yourself with more pride.

• The false modesty doesn’t befit you at all.

• I’d like to see you acting a little more self-assured; after all, you’ve got “it” in spades.

• Your stellar skills/experience should make you much more confident than you are.

• Feelings follow actions; if you pretend you are confident, soon you will be.

• If I can develop confidence, anyone can.

Effusive

• I know you have that confidence in you somewhere.

• As a confident and self-assured person, you will go far in life; I just know it.

• If you throw a little confidence into the mix you’ll be unstoppable.

• Once that penny drops, I know you’ll be able to take on the world.

• Don’t hide your light under a bushel; let it shine.

• There is no shame in showing off a little bit. Go for it!

• Don’t be so modest.

• If you don’t crow a little, I’ll do it for you.

• You deserve all the accolades you can get.

How to Boost Your Team’s Confidence

Subtle

• I’d like to see you guys projecting a bit more confidence.

• If you lack self-assurance, the world will eat you for breakfast.

• Without confidence, you’ve got everything to lose and nothing to gain.

• If you guys act “as if,” the confidence will be sure to follow.

• There is no “confidence pill”; it’s something that comes from within.

• You shouldn’t doubt yourselves, because I certainly don’t.

• I hired each of you because I know you can get the job done.

Directive

• There’s no reason why you shouldn’t be confident of your abilities as a team.

• You guys are far too modest. You should revel in your achievements.

• I know you guys can do anything you set your minds and hearts to.

• Together, you have the kind of power that can move mountains.

• There is nothing like a confident team that knows it can surmount any challenge.

• You all should feel confident that you can take on the world.

• How about showing me a little swagger?

• If you were honest with yourselves, you’d know just how great you are.

• Don’t feel shy about your accomplishments; let them shine!

• Stop being so modest and be a little arrogant once in a while!

How to Praise an Employee

Restrained

• My thoughts are irrelevant; it’s what you think of yourself that counts.

• Well, you’ve never let me down before.

• I’ve never had a complaint before, have I?

• I don’t typically praise people, but in your case I’ll have to make an exception.

• You do creditable work here.

• Yes, you did well. Now get back to work.

• In general you’ve done very good work.

Effusive

• Your performance here is always decent.

• I’m proud of all you’re done here.

• Please accept this gift card as a token of our gratitude.

• I don’t know of a better employee, here or anywhere else.

• When I picture excellence, you immediately come to mind.

• You’ve outdone yourself once again.

• Your work ethic and integrity are to be commended.

• You have single-handedly raised the bar in this department. Well done!

• I’d like to recognize your work on this project by giving you a bonus.

• There is no way to reward you adequately, except perhaps by giving you the corner office and a raise.

• I’d like to formally recognize your achievements. What would be the most meaningful reward to you?

• What would be the best reward for all your hard work? I want it to speak directly to your achievements.

• You should be nominated for employee of the year.

• I do believe that I should be working for you.

How to Praise Your Team

Restrained

• You know how well you did. You don’t need me to give you that information.

• If I’m not happy with your work, you’ll know.

• You all always do a decent job.

• I have no complaints about your work here overall.

• You guys haven’t let me down yet.

• In general I’m pleased with what you’ve accomplished here.

• Keep up the good work, everyone.

• This team is clearly a cut above the rest.

• Right now this team is raising the bar for all the other teams in the company.

• You guys are great—but don’t start resting on your laurels now!

• I need to think of a way to reward performance for entire groups of employees. …

• This company regularly recognizes team excellence, and now it’s your turn.

• This team has outdone itself this month/quarter/year.

• No single team has ever done as much; you are all to be commended.

• I have never witnessed such excellence in a team. This is absolutely unprecedented.

• At this company we’re used to excellence, but you’ve redefined the standards altogether.

• I am going to recommend this team for a special distinction/reward.

Effusive

• Please accept this reward on behalf of everyone on your team, as a token of the company’s appreciation.

• I believe that this entitles every one of you to a paid day off/extra vacation days/a parking spot/etc.

• Because of your direct contributions, all of you will receive bonuses and raises.

• Because of your investment in this company, you will all be given stocks and profit-sharing.

• I want every one of you to feel appreciated and rewarded in a way that is meaningful to you.

How to Boost Team/Department Morale

Laid Back

• The beatings will continue until morale improves! [joking]

• I can’t wave a magic wand and make it happen; it has to come from you.

• Look, these ebbs and flows are a part of life. Just roll with the punches.

• I know things looks bleak now, but I’m hoping they will get better.

• Don’t worry, every group hits a bump in the road at some point.

• You guys will be okay once you get yourselves back on track.

• I’ve been through this, too, so know that you’re not alone.

• We’re all going to have to reach deep inside to find a new level of commitment.

Invested

• We need to figure out how to get our joie de vivre back. Any ideas?

• We are floundering and I want to fix that. How can I best encourage you guys?

• I have a plan to help get us out of this morass, I promise.

• Let’s work together to figure out a way to rediscover our joy in our work.

• You have all the raw materials; all that’s missing is that “holy fire.”

• Getting our mojo back is a process, but together we can make it happen.

• I’m soliciting ideas for ways we can boost morale here.

• I have some concrete ideas for how we can make this a better place to work.

• I won’t quit until we make this the best damn place to work in the world.

How to Nudge Underperformers

Encouraging

• How can I best help you fulfill your potential here?

• If I’m coming down hard on you, it’s because I know you’re capable of so much more.

• I have complete faith that you will be able to turn this situation around for the better.

• I know you have it in you; otherwise, I wouldn’t have hired you.

• It’s going to take some work, but I know you’ll succeed if you really try.

Harsh

• You have all the raw materials; you just need to ask a bit more of yourself.

• I know you’re having trouble, but I am certain you will figure it out.

• You’re like a diamond in the rough: You just need a bit more polishing.

• I know you can ask more of yourself if you just try a bit harder.

• What can we do to encourage you to raise the bar on your performance?

• I can see that you’re in a rut, but I would like to help you out of it.

• When you fall off the horse, it’s important to get back up and keep going.

• I’m very concerned about the quality of your work here; how can we help you improve?

• Your lack of performance is concerning and really needs to be addressed ASAP.

• This is not a job where you get a do-over every other day. You need to step it up.

• You’re the only one who can help yourself right now. It’s all about personal responsibility.

• You’re really skating on thin ice; I’d advise you to make some improvements in your work, pronto.

• I’m really not sure how to help you anymore. Do you have any suggestions?

• I’m not sure it’s worth the investment of time and money it would take to get good work out of you.

• Consider yourself on notice at this point. Either you improve or you’re out.

How to Mentor a Promising Employee

Subtle to Directive

• I’m here if you need me.

• You know I’m always here if you ever want to talk about your career.

• I wish there was some way I could help you avoid common pitfalls on your way to the top.

• Not everyone likes to be worked with one-on-one. What are your thoughts?

• A seasoned mentor could make a huge difference in your career. Think about it.

• Mentorship is often just the thing we need to help us unlock our potential.

• Have you ever thought about our mentoring program? I think you would benefit greatly.

• The company has a program for mentorship. You can enroll in it if you want.

• I’ve learned a lot throughout my career that I think might be useful to you.

• I’ve taken an interest in your career and would like to offer what advice I can.

• I’m certainly no expert but I’d be happy to impart what advice I can.

• Some wise person once showed me the ropes here; I’d like to do the same for you.

• I’d really like to take you under my wing; I want to see you fly!

• If you have the desire to succeed, I have the skills, experience, and time to mentor you.

• If you really want to get ahead, I think you should take advantage of this opportunity.

• I think you would be foolish to turn down an opportunity like this.

When an Employee Lacks Pride in His Work

Subtle

• Everyone here should feel a sense of pride in her accomplishments.

• You should feel very good about the good work you do here.

• There is nothing better than that feeling of a job well done, don’t you think?

• Even the smallest, most insignificant job is worth doing well, wouldn’t you agree?

• When people lack pride in their work, their work suffers as a result. Something to think about.

• If you took more pride in your work, I think you’d be surprised at the results.

• It’s important that we take pride in everything we do here, wouldn’t you agree?

• Tell me a little bit about how you are feeling about your work.

• You don’t seem very keen on what you are doing here; do you think it’s time for a change?

• You might want to consider rethinking how you view your work here. There’s just a lot at stake.

• Why wouldn’t you feel proud of what you do here? You do a lot for this company!

• If you derive no satisfaction from your work, your work will never improve.

• The fact that you lack pride in what you do tells me that you’re not really happy here.

• Your lack of pride in your work is going to cause you problems, now and down the line.

• Do you feel no delight when you take a look at what you’ve accomplish?

Harsh

• If you obtain no satisfaction in what you do, I think you should find another calling.

• An employee who just goes through the motions will never make it here.

• How can I take pride in your work when you don’t do so yourself?

• I see no way to help your attitude if you refuse to help yourself.

When an Employee Has Low Self-Esteem

Encouraging

• I know you’re a winner, but you have to believe that in your own heart.

• Look, I think you’re terrific, and you should, too!

• I’m amazed that someone so capable could doubt himself so much!

• Why do you get so down on yourself? There’s absolutely no reason to!

• You have so much to offer; why would you think otherwise?

• Don’t you think you should feel a little more positive about yourself?

• Self-esteem is what you need, but no one can give it to you.

• We all get down on ourselves from time to time, but you can’t let it consume you.

• Your lack of confidence is hampering your enormous potential.

• You’re obviously down on yourself a lot, but I fail to understand why.

• If you don’t like yourself, no one else will, either.

Abrupt/Rude

• Nobody wants to hang around with an Eeyore.

• What happened to you as a child that you hate yourself so much?

• People with low self-esteem are just a turnoff to me, personally.

• Have you ever considered therapy for your lack of self-esteem?

• You are your own worst enemy. You have a lot of work to do.

• You really need to get yourself together, or you’ll never make it here.

• Oh, knock off the pity party!

• Don’t be such a masochist.

How to Encourage Innovation

Polite

• I know you have something more exciting than that up your sleeves.

• Maybe you need take a step back and look at it from a new perspective.

• It’s time for something different than the “same old, same old.”

• You can’t fail or look foolish; just give me 20 outrageous ideas by EOD.

• The idea of thinking outside the box is a cliché, but it’s apt nonetheless.

• Coming up with something new is 10 percent inspiration and 90 percent perspiration.

• Whenever I find myself getting stale I do something wild. It always helps kick-start my creativity.

Challenging/Bold

• Sometimes innovation is just a matter of looking at the same thing through a different lens.

• I think we really need to embrace the motto “Think different.”

• I think we are ripe for one of those eureka moments. Are you game?

• If you are truly creative that means you no longer fear failure.

• There are no mistakes here—only creativity and innovation.

• This is where the rubber hits the road; show me the best you can do on this one.

• Show me why I pay all of you the big bucks for your big ideas.

• The time to pull the rabbit out of the hat is now, people!

• Okay, I want you guys to really wow me this time!

• When you fail to innovate, all you will innovate is failure.