Originally published in Successful Meetings
magazine, September 2006In incentive circles, Chester Elton is a god among men, or at least a motivator among managers.
"I worked for the O.C. Tanner Company [recognition specialists] as a regional manager for 10 years. I went to our chairman and said, 'We have more expertise in recognizing and motivating employees than anyone, and we should publish.' " Elton's management team encouraged him to do so, and Managing with Carrots was published in 2001, coauthored with Adrian Gostick. "We'd read all of the latest and greatest business books. They all said you need to recognize and value your employees, but no one really said how to do it. There was an obvious need for more details."
The presentations that developed from the book delve into ways managers can inspire and motivate their direct reports—both concrete ideas for immediate implementation and long-term strategies—to create a more productive and enjoyable working environment, which often leads to better financial results. He calls the method Carrot Culture, "where people want to come to work, do their best work, and are highly engaged."
Elton tells attendees: "I'm sure that while we've been talking you've been thinking about people you should be thanking. Do yourself a favor and make a list of three people you should thank, and write them a thank-you note. Then see what comes of it."
He likens saying "thank you" to saying "I love you"—"If you do it right, people can't get enough of it. In our personal lives we understand that building relationships means working on it every day. It's not an end-of-the-year corporate banquet with a 'thank you,' " that will placate employees until the following year.
As more companies have a multinational workforce and international offices, the ability to motivate in ways that are meaningful within a foreign culture is more important than ever. Elton's services are increasingly called upon in other countries, where he says companies are only beginning to think about motivation and recognition, as they see the success Western companies have with such programs.
"What we've learned is that 'thank you' in any language makes good business sense, but the way you do it will be different," Elton explains. In Asia, for example, individual recognition is frowned upon, but acknowledging team success is very much accepted.
"What I really enjoy about our sessions is that you never know what the audience is going to say. It's like that Art Linkletter show, Kids Say the Darndest Things. It keeps it fun," says Elton. Fun and highly successful: The Carrot Culture empire extends to books, thank-you cards, wristbands, caps, jerseys, management kits, and myriad other products and tools. Elton's next book, The Carrot Principle, comes out in January from Simon & Schuster.
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Missed the last Mouth for Sale? Click here to read about Peggy Klaus and the Art of Self-Promotion
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