Positive Reinforcement
There is little doubt that one of the main reasons we all work is to support our family and to earn the money for the things that we find enjoyable in our lives. We also work, hopefully, because we enjoy the challenges and rewards that our work provides. Similarly, while making a life for ourselves is the primary motivation for getting up everyday, the “little rewards” often are what make it worthwhile when the alarm goes off at 6:00am.
There is no substitute for positive reinforcement and the returns of simply saying “good job” to someone are often immeasurable. I have a niece who recently shared a story with me that I believe illustrates my point better than I could ever explain it. Since I have known her, she has had three or four different jobs but has never been able to find the “right job.” Her previous positions all had the same basic story; she made decent money but was generally unappreciated or, even worse, treated very badly. As she was telling me about her current job, I noticed something different. There was happiness in her voice and a spark that I had never seen in all the years I have known her, so I asked her why was this job so different. Her response was, “I am happy and feel appreciated by my supervisors and co-workers.” She proceeded to give me many examples. One situation was she had been working on a project for many weeks that presented many obstacles and problems but in the end she got it done. As she was working on the project, her supervisor would say things like, “You are doing great” or “We really appreciate the time you are putting into this.” When the job was complete, my niece received an e-mail from the owner of the company saying thank-you and a gift card for her and her family at a local restaurant.
I have no idea what my niece makes but I do know that the positive reinforcement she received during that project probably meant more than the paycheck that went into the bank. The field of sales is often a tough one with many ups and downs and during those down times, it can be easy to get discouraged. A positive word of encouragement from a supervisor or a co-worker maybe the only thing necessary to make that person feel better about themselves and the job they are doing. So to all of you getting up at 6:00 every morning-GOOD JOB!
FINAO – Brad Huisken, President – IAS TRAINING
