{"id":190,"date":"2006-07-26T06:41:36","date_gmt":"2006-07-26T11:41:36","guid":{"rendered":"http:\/\/selectmetrix.com\/blogs\/?p=190"},"modified":"2006-07-26T06:42:40","modified_gmt":"2006-07-26T11:42:40","slug":"whether-to-use-the-stick-or-carrot","status":"publish","type":"post","link":"http:\/\/selectmetrix.com\/blogs\/2006\/07\/whether-to-use-the-stick-or-carrot\/","title":{"rendered":"Whether to Use the Stick or Carrot"},"content":{"rendered":"<p>Sales&#038;Marketing Management posts this online article &#8211; <a href=\"http:\/\/salesandmarketing.com\/smm\/search\/article_display.jsp?vnu_content_id=1002728875&#038;imw=Y\" target=\"_blank\">Iron-Fisted Management<\/a> &#8211; regarding negative motivation. Being a psychology major, I am always drawn to these discussions.<\/p>\n<p>From the article:<\/p>\n<blockquote><p>Matt McCann, district sales manager at ACSIA, a Darien, Illinois-based long-term insurance agency, agrees. &#8220;I think [negative incentives] are counterproductive. You may see short-term success, <strong>but I think it builds resentment<\/strong>,&#8221; McCann says. When he&#8217;s seen or heard about negative motivation, it&#8217;s yielded the same result: short-term profits, but <strong>an office inferno<\/strong>. Those who are the objects of punishments &#8220;start saying they don&#8217;t want to bend over backwards. They wash their hands of the situation, <strong>look for other jobs<\/strong>, and try to <strong>get away with as little as possible<\/strong>.&#8221; <\/p><\/blockquote>\n<p>Mr. McCann would not be a sales manager for me. I bolded some of his comments to show his perceived over reaction to using negative motivation for correction. Fear is a good motivator when used properly and in small doses.<\/p>\n<p>We recommend using negative motivation &#8211; we call it punishment. The proverbial &#8220;stick&#8221;, if you will. The issue here is that if a manager is unwilling to use negative motivation at any time, they will be unwilling, or unable, to hold their people accountable. In sales, the sales manager who does not hold their salespeople accountable will lose control of the team. Forecasts will be fictional, success will be unpredictable and many of the team&#8217;s actions will be detrimental (sounds like Muhammad Ali wrote that sentence).<\/p>\n<p>I believe the incredibly negative connotation that accompanies negative motivation is the thought that the manager <em>only<\/em> uses that method. I have worked for sales managers like that and they are awful bosses. However, a well-rounded manager incorporates rewards and positive reinforcement (&#8220;carrots&#8221;) along with negative motivation when appropriate. These leaders are the ones who command the attention and respect of their teams.<\/p>\n<p>Typically, they are the most successful too.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Sales&#038;Marketing Management posts this online article &#8211; Iron-Fisted Management &#8211; regarding negative motivation. Being a psychology major, I am always drawn to these discussions. From the article: Matt McCann, district sales manager at ACSIA, a Darien, Illinois-based long-term insurance agency, agrees. &#8220;I think [negative incentives] are counterproductive. You may see short-term success, but I think it builds resentment,&#8221; McCann says. When he&#8217;s seen or heard about negative motivation, it&#8217;s yielded the same result: short-term profits, but an office inferno. Those who are the objects of punishments &#8220;start saying they don&#8217;t want to bend over backwards. They wash their hands of the situation, look for other jobs, and try to get&hellip; <a class=\"read-more\" href=\"http:\/\/selectmetrix.com\/blogs\/2006\/07\/whether-to-use-the-stick-or-carrot\/\">Read More<\/a><\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"bgseo_title":"","bgseo_description":"","bgseo_robots_index":"","bgseo_robots_follow":"","_jetpack_newsletter_access":"","_jetpack_dont_email_post_to_subs":false,"_jetpack_newsletter_tier_id":0,"_jetpack_memberships_contains_paywalled_content":false,"_jetpack_feature_clip_id":0,"_jetpack_memberships_contains_paid_content":false,"footnotes":"","jetpack_publicize_message":"","jetpack_publicize_feature_enabled":true,"jetpack_social_post_already_shared":false,"jetpack_social_options":{"image_generator_settings":{"template":"highway","default_image_id":0,"font":"","enabled":false},"version":2},"jetpack_post_was_ever_published":false},"categories":[4,11],"tags":[],"class_list":["post-190","post","type-post","status-publish","format-standard","hentry","category-sales-management","category-team-management"],"jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p5Oho-34","jetpack-related-posts":[{"id":1219,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/10\/7-sales-manager-difference-makers\/","url_meta":{"origin":190,"position":0},"title":"7 Sales Manager Difference Makers","author":"Derrick Moe","date":"October 4, 2007","format":false,"excerpt":"ManageSmarter.com offers 7 suggestions for sales managers to make them more effective: 1. Do not micromanage people 2. Take time when increasing expenses 3. Take care of your \"stars\" 4. Be teachable 5. Focus on the things that make a major difference 6. Be sure to understand the 'hierarchy' 7.\u2026","rel":"","context":"In &quot;Communication&quot;","block_context":{"text":"Communication","link":"http:\/\/selectmetrix.com\/blogs\/category\/communication\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":14,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/05\/generation-gaps-in-salespeople\/","url_meta":{"origin":190,"position":1},"title":"Generation Gaps in Salespeople","author":"Derrick Moe","date":"May 9, 2006","format":false,"excerpt":"This article from Sales & Marketing Management has a Tolstoy-like length, but it is a fascinating read that spans many topics. We'll start with the different generations in the sales arena today. This topic is one we experience daily as we have many customers with sales teams spanning these generations\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":160,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/07\/right-rewards-for-a-money-motivation\/","url_meta":{"origin":190,"position":2},"title":"Right Rewards for a Money Motivation","author":"Derrick Moe","date":"July 8, 2006","format":false,"excerpt":"Money motivation amongst salespeople is one of the most misconstrued points in successful sales management and hiring. At the risk of splitting hairs, motivation needs to be separated from reward. This distinction is the key to differentiating between what motivates strong salespeople - money - and what rewards them. This\u2026","rel":"","context":"In &quot;Hiring Salespeople&quot;","block_context":{"text":"Hiring Salespeople","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/hiring-salespeople\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":63,"url":"http:\/\/selectmetrix.com\/blogs\/2006\/05\/motivating-a-sales-force\/","url_meta":{"origin":190,"position":3},"title":"Motivating a Sales Force","author":"Derrick Moe","date":"May 30, 2006","format":false,"excerpt":"I'm catching up to some older articles in my RSS feeder and came across this AllBusiness.com article - Managing and Motivating Salespeople. We have an appreciation for tactical management articles. What I mean is articles that take a \"how to\" approach to management. There are plenty of strategic, mile-high articles\u2026","rel":"","context":"In &quot;Sales Management&quot;","block_context":{"text":"Sales Management","link":"http:\/\/selectmetrix.com\/blogs\/category\/sales-management\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":984,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/06\/accelerate-the-on-ramping-time-frame\/","url_meta":{"origin":190,"position":4},"title":"Accelerate The On-Ramping Time Frame","author":"Derrick Moe","date":"June 7, 2007","format":false,"excerpt":"SellingPower.com has released their monthly sales management newsletter which is usually filled with insightful articles. How Long Are Ya\u20ac\u2122 Gonna\u20ac\u2122 Be New Here? is a client study on one company's efforts to shorten their sales ramp time. One of the universal problems all sales managers face is getting new hires\u2026","rel":"","context":"In &quot;Hiring Salespeople&quot;","block_context":{"text":"Hiring Salespeople","link":"http:\/\/selectmetrix.com\/blogs\/category\/hiring\/hiring-salespeople\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]},{"id":564,"url":"http:\/\/selectmetrix.com\/blogs\/2007\/01\/accountability\/","url_meta":{"origin":190,"position":5},"title":"Accountability","author":"Derrick Moe","date":"January 10, 2007","format":false,"excerpt":"Sales & Marketing Management offers this quick article - Avoiding Accountability Talks. First, the context of the article is the reluctance of employees (and managers) to engage in holding other employee's accountable. A couple of survey stats: 50 percent say they are afraid of negative outcomes. 16 percent say they\u2026","rel":"","context":"In &quot;Communication&quot;","block_context":{"text":"Communication","link":"http:\/\/selectmetrix.com\/blogs\/category\/communication\/"},"img":{"alt_text":"","src":"","width":0,"height":0},"classes":[]}],"jetpack_featured_media_url":"","_links":{"self":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/190","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/comments?post=190"}],"version-history":[{"count":0,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/posts\/190\/revisions"}],"wp:attachment":[{"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/media?parent=190"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/categories?post=190"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/selectmetrix.com\/blogs\/wp-json\/wp\/v2\/tags?post=190"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}<!-- WP Super Cache is installed but broken. 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