When being offered a job, every applicant wants to know about salary. Good employers understand that, in addition to answering that question, it is inspiring to brief new hires about when they can expect future pay reviews. For example, new delivery drivers may be told they will have a pay review in ninety days, and again at six months.
ACTION ITEM
Make certain you set specific pay-review intervals for your sales force so they know what to expect. Accelerate the raise scale for your most successful employees.
When Chris hired new staff to help him win new customers, he knew that their attitude, work ethic, and dependability were important to his organization. When Judy got off to a running start, and Chris got outstanding feedback about her work, he used a powerful strategy to inspire her and ensure that she would stay with him. At thirty days, Chris called her to say that all her coworkers were bragging about her performance. Then he reinforced the key behaviors he needed from her. “Judy, you have exceeded our expectations for a new person on the team. Therefore, I am going to exceed your expectations by giving you your pay raise today instead of in ninety days. We will review your pay again in six months.” Chris understood that, while praise is nice, it doesn't buy groceries! Do you think Judy will do back flips for Chris in the future? You can be sure of it.
TAKEAWAY
An old proverb says: “When you drink the
water, don't forget to take care of the people
who helped you dig the well.” By recognizing
your successful associates, you inspire them
to work even harder in the future.