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FEATURESTORY

Accelerate Excellence:

Adding “carrots” to a solid foundation of sales management speeds up results

by Paul Nolan

When recognition is applied to the Basic Four of good management – goal setting, communication, trust and accountability – it serves as an accelerator of employee performance and engagement, say O.C. Tanner executives Adrian Gostick and Chester Elton.

In order to boost engagement and create business results, recognition must have:

• Alignment with what matters most in the organization – desired culture, company values and business objectives

• Impact through recognizing people the right way – having well-understood, inclusive programs; creating human and personal recognition experiences that are meaningful to employees; and ensuring recognition is performance based.

A manager who provides effective recognition for achievement of strategic behaviors and goals creates an environment where a leader can effectively reinforce organizational goals through continued recognition, resulting in employees who are not only bonded to their manager but engaged with the organizational vision and goals.

Source: The Carrot Principle (Free Press, 2007)
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See also in the article:  The Accelerator

Accelerate Excellence

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Hold On To Top Sellers

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