Leadership

You want to motivate your managers to focus more on business critical items? Such as the development of their team members? Or prospection at new accounts? Chances are you’ve included these critical items in their objectives, with a performance-linked bonus. Nothing against that if you only want to encourage and co-responsibilise your managers in the short term. But there’s a catch: if you want to create intrinsic long-time motivation, forget about rewards. They just don’t work. In business they don’t work and at home they don’t work. So what does?