Page 184 - How Great Leaders Build Abundant Organizations That Win
P. 184

WHAT CHALLENGES INTEREST ME? (PERSONALIZED CONTRIBUTIONS)



        fans at the Las Vegas boxing match: the stock exchange
        could not “hear” them from New York. They would look
        at the daily stock price, hoping that it had gone up but hav-
        ing little sense of influence. Not exactly a recipe for feeling
        that one has enough and to spare of what it takes to make a
        difference.
           Leaders create a line of sight by crafting “if . . . then . . . ”
        logic:


        • • If my team identifies targeted customers key to our
           future success, then we can build better customer
           relationships.
        • • If we create better customer relationships, we will be bet-
           ter able to predict and meet those customers’ needs.
        • • If we better meet customer needs, our revenue from
           those customers will increase our profitability.
        • • If we are more profitable, our market share will increase.
        • • If we gain market share, we will have more predictable
           and stable growth in earnings.
        • • If we have sustainable earnings, we will gain a bet-
           ter reputation from investors and our stock price will
           increase.
        • • If stock prices go up, the price of my stock options will
           increase, my salary will go up, or I will be more likely to
           keep my job.


        These if/then statements help employees understand how
        their actions today lead to being “heard in Vegas.” Employees
        who see how their actions today impact who wins tomorrow
        are motivated to keep yelling.






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