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"Want your employees to buy a new management goal? You have to know how to sell it to them. This doesn't mean selling to your employees; it means selling to your employee culture, which is a whole different proposition. 'Culture' is the most overused yet least understood concept in business. The difference between understanding your employees and understanding your employee culture is the difference between whether your performance goals succeed or fail.
When they form a relationship with a company, employees become a culture. A culture is a separate organism living within your company. It has its own purpose and the power to make or break any management plan – and any manager right along with it. Neither business logic nor management authority nor any compelling competitive urgency will convince an employee culture to adopt a corporate cause as if it were its own. In the killing field between company concept and employee commitment lay many a failed strategic plan."
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"A manager's emotional commitment is the ultimate trigger for their discretionary effort, worth more than financial, intellectual and physical commitment combined. It's the kind of commitment that solves unsolvable problems, creates energy when all energy has been expended, and ignites emotional commitment in others, like employees, teams and customers. Emotional commitment means unchecked, unvarnished devotion to the company and its success; any legendary organizational performance is the result of emotionally committed managers."
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