As promised, here is part two of our interview series with Nick Stein, senior director of salesforce Work.com. Click here to catch up with our first portion of the interview!
Nick: What we’ve done with Work.com is that we have this recognition capability where anybody can be a manager recognizing one of the people on their team. It also can be one peer recognizing another by actually sending them a piece of recognition that is completely customized, public, and done in the moment. So not only does the individual who’s being recognized benefit from that additional sort of motivation that comes from an “attaboy” or thanks, but now everyone else can see that this person was recognized specifically for what they did, and then that becomes a learning opportunity for everyone else.
David: That’s excellent. It also gives the manager the ability to work the way they work. They can do it right there at their desk versus having to wait until somebody comes in and fills out paperwork.
Nick: Exactly. In the moment is so important, especially with the ability to do it on mobile devices as well. Now you can actually use your mobile phone to give someone instant recognition, which helps build their reputation. It’s captured and on their profile, and, at the same time, you’re now sharing that with everyone else.
We once had a new young team of salespeople come in for another organization I worked with, and the first thing that the salesperson did when he was hired was send his parents his business cards and say, “Look, ma, dad, I have a job.” It’s interesting to see how exciting it is and how excited a person can be to start a job that doesn’t end after a few months or a couple of years.
Nick: Yes. What really motivates people in the end and keeps them excited and engaged and performing well at work is the intrinsic motivation. I don’t know if you’ve ever read Dan Pink’s book Drive, which studies the science of what motivates. He writes about this intrinsic quality that makes people want to share with a friend or a relative that they’ve learned a new skill or developed something. It gives people a sense of accomplishment.
What do you think of this motivation program? Would you feel inclined to work harder if you knew results would be shared with members of your team?