His Name Was Dick
Fifth quarter? Coach Dick, what the hell is the fifth quarter? Let me get this straight. You want me to practice two hours per day, five days a week and NOT play during the actual basketball game? Instead, this great conference of ours has created a “fifth quarter” for folks like me that fail to play during the previous four? So, as an insecure, 15-year old freshman, desperately trying to fit in, I have the privilege of showcasing my talents - or, lack thereof - as my peers exit the stands. I can hear them now. “Isn’t the game over?” “Yeah, this is the sh** show for benchwarmers.”
I quit at season’s end.
Progress. A key factor in one’s motivation - in sports, at work, with relationships, while parenting, etc. Playing the fifth quarter was not progress. It was humiliating.
“The Power of Small Wins” by Teresa Amabile and Steven J. Kramer, (article here) helped me truly understand the power of progress and its impact on morale - my own and that of others. Based on their collection of 12,000 diary entries from 238 employees at seven, different companies, Amabile and Kramer state that people feel more positive emotions as a result of progress (i.e., joy, warmth and pride) vs. setbacks, which fuel frustration, fear and sadness.
Duh. But, as managers, we repeatedly throw money at our responsible employees in hopes of improving morale and ultimately, increasing productivity. Sell more! Work harder! Think differently! Although important, the impact of this reward - and this reward alone - is frequently short-lived. Unless more responsibility, additional training, new problems to solve or an increase in perceived value are also in tow, one's morale - and productivity - often returns to status quo. Or, gets worse.
Amabile and Kramer also state, “if you focus on managing progress, the management of people - and even of entire organizations - becomes much more feasible.” Does an employee perceive progress in his/her own career? With his/her department? The overall company? Does my child see progress in his/her studies? Does my spouse see progress with his/her latest project? If not, frustration will often ensue resulting in less productivity, negativity and worst case, quitting the situation in question.
When Google announced their exit from affiliate marketing in 2011, it was one of the highlights of my Commission Junction tenure. We didn’t sleep for a week following the announcement. Creating an aggressive sales and marketing plan, we divided and conquered. Met every morning at 8 a.m. to review the lengthy pipeline. My role was flying from prospect to prospect with the intent to close immediately. Every day, we had a new contract in hand - if not, several. Talk about progress! The “buzz” for me and the team lasted months.
Looking back at my 15-year old self, what would I say and do today? Put me in Coach. I'm ready to play.