Two studies that call into question the ideas that:
If you reward something, do you get more of the behavior you want?
If you punish someone, you get less of the behavior you want.
Mechanical Tasks
As long as the task involved used only a mechanical skill the bonuses worked as expected. Higher pay = better performance. That makes sense.
For simple, straightforward tasks reward mechanisms work great.
Cognitive Tasks
Once the task called for rudimentary cognitive skill the larger the reward led to poorer performance.
When a task gets more complicated, it requires some conceptual, creative thinking, those types of motivators don’t work.
The Role of Money
Fact: Money is a motivator. If you don’t pay enough, people won’t be motivated.
Pay people enough to take the issue of money off the table. So pay people enough to take money off the table so they aren’t thinking about money, but rather the task/work at hand.
Three Factors for Better Performance
Autonomy
The desire to be self-directed
Mastery
The urge to get better at stuff
Purpose
More organizations want a transcendent purpose
Traditional notions of management run foul of this. Management is great if you want compliance but if you want engagement, self-directed is better.
The Power of Purpose
When the profit motive gets unmoored from the purpose motive, bad things happen.
“Our goal is to be disruptive but in the cause of making the world a better place.”
— Skype
“I want to put a ding in the universe.”
— Steve Jobs
We are purpose maximizers, not profit maximizers. We care about mastery very deeply and we want to be self-directed.
Born to Learn is the first animation in a fascinating series aimed to provide easy-access to the exciting new discoveries constantly being made about how humans learn!
What if working to help others also helped you? Simon Sinek, leadership expert and author believes just that.
In the video embedded above, Sinek says:
Key Insights from Simon Sinek
People are looking for a community or culture. Community is defined as a group of people with a common set of values and beliefs.
When you are surrounded by people who believe what you believe, something interesting happens: trust. Our very survival depends on trust, doesn’t it?
You find and create communities of like-minded individuals by going out and meeting people.
Every decision you make is a piece of communication. This is why you have to say and do things you believe.
The things you say and do are symbols of who you are. People look for symbols similar to what they are looking for.
Whatever you say and do will attract people with similar behavior, whether intended or not. Say and do what you actually believe.
People want to work for companies and work for clients who believe what they believe. They want to show up and contribute, or feel a part of something bigger than themselves.
People use symbols and graphics to say who they are, or what they represent. We put company logos on us to show we believe in, or we are part of something. We wear logos and colors to represent who we are. When people respect your company, they will show it in various ways. When was the last time you saw a dirty Mac?
In order to feel truly fulfilled, you need to do something good for someone else. Generosity is doing something for someone else and expecting nothing in return.
This is also similar to the idea of the movie Pay it Forward, where a teacher challenges his class to change the world and put it into action.
Pay it Forward
The Art of Communication
Now let’s discuss what it means to be communicators. We communicate to express an idea, or a thought. We communicate to ask a question, or to get a better understanding of the world around us. As communicators it is our job to help inform, as well as to ask questions. If our communications are one sided, meaning we are simply doing all the talking and no listening, how engaged are you in the conversation? If you are asking those who you are communicating with to do something and ask nothing in return, I wonder how likely it is for others to do anything for you.
In the new world of digital media, everyone is a communicator and everyone needs, or wants to be heard. Whether you are communicating via print, web, video, email, voicemail, 1:1 meetings, 1:many meetings, or via phone, we are all communicating to seek knowledge, to ask questions. We are likely also communicating to seek community so make sure what you are communicating is generating the desired result. The world is about relationships, connecting with others, and helping others.
How are you going to put this idea into action in your personal and professional lives?
“You make a living by what you get. You make a life by what you give.”
Key Insights from the Entrepreneur and Social Media Pioneer
Keynote @ RE/MAX Annual Convention 2011
My Notes
Learned to speak English through Scooby Doo and Price is Right
Learned why Gary became a Jets Fan
When you are 12 and you have 10k under your bed and you are not selling weed, you are doing a good job.
Set up a lemonade stand, collected/sold baseball cards, and then it clicked that collecting wine and being an expert in it was his next ticket.
’98-’05 Grew from a 4 to a 45 million dollar business
The Thank You Economy is about listening. Start listening and don’t do so much talking.
People used to spend millions of dollars doing focus groups. Now people are doing it for free and it isn’t biased (not in a focus group room etc).
You don’t go back to what hurt you (Charlie Sheen > more cocaine).
We just lived through the big box era, we are going to an era where people go to where there is a relationship.
Key Themes
Entrepreneurial Spirit
Gary showed business acumen from childhood, turning various interests into profitable ventures.
Social Listening
The Thank You Economy emphasizes listening over talking, using social media as a genuine feedback channel.
Relationship Era
Moving beyond the big box era to a time when business success depends on authentic relationships.
About Gary Vaynerchuk
Gary Vaynerchuk is a Belarusian-American entrepreneur, author, speaker, and internet personality. He is known for his work in digital marketing and social media as the chairman of VaynerX and the CEO of VaynerMedia.
After transforming his family’s wine business into one of the first e-commerce platforms for alcohol in the late 1990s, Gary became known for his pioneering use of content marketing and social media. His books include “Crush It!”, “The Thank You Economy,” “Jab, Jab, Jab, Right Hook,” and “AskGaryVee.”
GARY VEE
THE THANK YOU ECONOMY
GARY VAYNERCHUK
The Thank You Economy
In “The Thank You Economy,” Gary Vaynerchuk argues that the rise of social media has made business personal again. Companies must show they care about their customers by interacting with them directly through social platforms.
The core thesis is that businesses need to return to a time when excellent customer service and authentic relationships were valued above all else. In the digital age, this means genuinely engaging with customers online and creating a culture of appreciation and care.
“We just lived through the big box era, we are going to an era where people go to where there is a relationship.”
— Gary Vaynerchuk
Your Thoughts?
What did I miss from Gary’s talk? Do you agree with his perspectives on business relationships and social listening? Share your thoughts in the comments below.
Steve Jobs brainstorms with the NeXT team 1985 | Jobs official
Notes from the Video
There is a revolution in software going on now. Simulated learning environments: You can’t give students expensive lab environments for their tests, but you can simulate them on the PC.
More important than building a product, we are in the process of architecting a company that will hopefully be much more incredible than the sum of its parts.
One of the things that made Apple great was in its early days it was built from the heart. That is like a bomb run, you don’t change your target when you are on a bomb run.
There needs to be someone who is the “keeper or reiterator” of the vision because there is just a ton of work and a lot of times when you have to walk a thousand miles when you take the first step, it looks like a long way. It helps when there is someone there saying “we are one step closer”. The goal definitely exists, it isn’t just a mirage out there. So in a thousand and one little ways, the vision needs to be reiterated. I do that a lot.
Key Insights
Software Revolution
Jobs recognized the transformative potential of software to create simulated environments and new learning possibilities.
Company Architecture
Building a great company culture and structure is more important than any single product.
Vision Keeper
A leader must consistently reiterate and maintain the company’s vision through countless small reminders.
“One of the things that made Apple great was in its early days it was built from the heart. That is like a bomb run, you don’t change your target when you are on a bomb run.”
— Steve Jobs
The Thousand Mile Journey
First Step
The Vision
Jobs emphasized the importance of celebrating each step toward a distant goal, with leadership consistently reminding the team they’re moving in the right direction.
Building from the Heart
❤️
PASSION + PERSISTENCE
Jobs believed that a company built with genuine passion and conviction would stay true to its mission, comparing it to a bomber that doesn’t deviate from its target.
Steve Jobs 1955-2011
Legacy of Vision
Steve Jobs co-founded Apple in 1976 and transformed multiple industries through his visionary leadership. After being forced out of Apple in 1985, he founded NeXT Computer and acquired Pixar before returning to Apple in 1997, where he led the company’s resurgence with iconic products like the iPod, iPhone, and iPad.
Jobs was known for his unwavering commitment to quality, design excellence, and his ability to see around technological corners. His leadership philosophy centered on maintaining a clear vision, building great teams, and focusing relentlessly on creating products that changed how people interact with technology.
Leadership Lessons from Steve Jobs
Stay on Target
Maintain unwavering focus on your mission despite obstacles.
Build Culture First
A great company creates great products, not the other way around.
Reinforce Vision
Consistently remind teams of the ultimate goal during the journey.
I read this June Inc. Magazine article last weekend and wanted to share it with all of you. I love sharing so this article obviously resonated with me and I hope it does with you as well. The article is quite long so I tried to reduce it to just the “meaty parts” but as you can see it was difficult. The link to the full article is below if you want to read through it in its entirety.
Is your life going sideways? Former Yahoo executive Tim Sanders shares his personal advice on escaping the rut and how confidence can fast-track your career.
By Dave Smith | Jun 15, 2011
How to Fast Forward Your Goals
Sanders’ latest book, Today We Are Rich, describes how to break out of the doldrums and power your career forward. Feeling stuck in neutral is a common sentiment among entrepreneurs, but Sanders believes to have found the perfect recipe for lasting achievement and happiness. To Sanders, the key to everlasting business success all boils down to one word: confidence.
There are two kinds: there’s circumstantial confidence—or, as Mark Cuban used to always say, “Everyone’s a genius during a bull market”—and there’s cultivated confidence, a lifestyle design principle that has to do with the information you put in your head, the conversation that comes out of your mouth, and your thoughts and deeds.
Why do people have sideways years? Success isn’t really a destination, because you’ll never get there. Talk to anyone with millions or billions, they’re always thinking of the next thing. Success is a direction, and that direction is forward. And in our careers, we have those forward leap years. These are years where we either grow internally, in terms of our capability, or externally, in terms of our influence and ability to extract value. So when you’re moving forward, you’re usually capturing a lot of financial value, you’re gaining a lot of assets along the way—many of them intangible, such as intellectual or your network of relationships—and you have a feeling inside yourself that you have big momentum. And it feeds on itself: The more you realize it, the more you feel it, the more it improves your performance, the more you get it, the more you leverage, and that’s how people really make leaps in life.
Then there are those times that something has just gone haywire in your head, and you have self-destructive thoughts, and you go backwards in your career. And that’s rare, really; most people that think they’re going backwards are kind of in between, and those are what we call those “sideways years.”
Sideways years is where you have voices in your head sometimes, and they’re triggered by voices in the real world, or what I call the “scare merchants”—on cable TV, the authors of “USA Yesterday”—these people that give you reason to be fearful as a way of drawing attention from you. What it does is it triggers the scarcity mindset inside of you. You believe there’s not enough to go around, so you go from that I’m-trying-to-move-forward feeling into survival mode. Or, you just lose your fire and you don’t have the ambition to move forward, as Napoleon Hill would say.
You created a set of seven principles to give your life a new trajectory, to get out of those sideways years. Of those principles, which one had the greatest impact on your life? [The principle] “Give to be rich” has had the most impact on me, because nothing sets you in a forward motion more than generosity. What generosity does is it focuses the mind on what you have, and not what you lack. Generosity forces that kind of thinking, because you’ll typically never give to someone who’s got more than you. So when you’re being a mentor to somebody who’s struggling at work or in a transition period and you see that you helped to move the needle, it helps you realize how insignificant your problems are.
The other thing generosity does at a more physical level is it triggers the reward center in your brain, which releases a variety of chemicals. When you help and you realize you’re helping, it creates a chemical reaction which would unload things like dopamine and endorphins and serotonins. The most important thing that happens is your body will release a hormone called oxytosin. Oxytosin is known as the bonding hormone: It changes your point of view about people a little bit, and it makes you much more sympathetic and emphatic.
For entrepreneurs, this is important. Your ability to bond with your customers, bond with your start-up employees, and trust them is the key to everything, because you can’t scale, if you can’t trust. You can’t scale a consumer business if you don’t trust consumers to give back more than you give them—ask Tony Hsieh at Zappos, incredible level of trust he has. You can’t create a great place to work like Herb Kelleher and Colleen Barrett did at Southwest [Airlines] if you don’t trust your people enough to say, “The customer is not always right.” Trust is difficult to create, but I have seen in the best entrepreneur circles that the most trusting are always the most giving. There’s just something about helping other people that causes you to realize that all people are good.
I want an entrepreneur to think that every time you have an opportunity to either educate, mentor, or network someone who’s got less than you but the same desire, you should consider yourself mastering your mind. Henry Ford once said that was really the secret to his success, is that he conquered his mind. One of the greatest ways you conquer your mind is by giving, because you release things that don’t own you anymore—[André] Gide, the French philosopher, always said, “That which you can’t release, it possesses you.” I always encourage people to stockpile stuff just so you can give it away, and that you should spend prospecting time every week trying to find good opportunities and be aggressive about it. It’s not a social responsibility; it’s a social opportunity.
If you looked at every recession since 1901, you always see entrepreneurs or organizations make great leaps during this down cycle before the recovery hits. In that tepid period, like we are right now and have been for the last two years, they always say that you’re three times more likely to make it during that period than a market top.
In 1932, Kellogg’s makes the move and jumps over Post after being the Yahoo! of search engines, and they do it because they release Rice Krispies in 1932 against all recommendations. They understood that the technicals were strong for a promotion of a new cereal, there was still market demand, that one slice of CPG wasn’t dead in the water, and they knew Post was going to sit around and ask themselves, “Is the Depression over?”
In 2001, the worst idea ever is to release the iPod when the dot-com crash was clearly on and Apple was taking a beating in the market. [Steve] Jobs noticed, though, that Sony, as a big slow company would be freaked out as much as he was, and they wouldn’t respond for a year or two. He really had to make that bet at that time because everybody had a Sony Walkman; if you told me that Apple would own the personal music device space in less than 24 months, I would’ve told you it had to be perfect timing. He had to do this when no one was watching, and that’s exactly what he did, and he did it again with the iPad.
Yes. Stan Woodward was my boss at AudioNet/Broadcast.com, and I remember the first day Stan came on the job taking over business services for [Mark] Cuban. He gets us up in the crow’s nest and he says, “Listen, there’s no such thing as the self-made man. It’s just not true, it’s arrogance. You can neither do this by yourself nor enjoy this by yourself. The other thing you have to remember is your dream is bigger than you, so don’t go down alone. Swallow your pride, and go get help.” I’ll never forget that, and that’s the true entrepreneurial spirit.
If there’s only one thing you hope readers take away from your book, what would it be? There’s enough to go around. There’s enough to share. The only way you’re going to believe this is through confidence, but when you believe there’s enough to go around and you share in that moment, you’re worth something. This point of view, “enough to share,” is the secret to success in personal life and in business life.
What white water do you see ahead for you and your team? And how will you navigate through it?
The Answer
I was watching Deadliest Catch last night, yes I like that show, and one of the captains was encountering 20-30 foot waves due to a massive storm. He said the only way to get through rough waters is to push the engine as hard as it can go (full throttle) into the wave, otherwise the wave controls you.
Whether it is communications or any other profession, you have to be prepared for the rough waters ahead of you; and when those rough times come, you have to be ready to give it your all.
The best way to do that in my mind is to watch communication, business, and technology trends. In the nautical world, looking for trends is keeping your eyes and ears open to changing conditions. Things like reading maps, learning about tides, wind speed, and listening to weather reports are just some of the ways you can prepare yourself for changing conditions.
If you aren’t looking and listening to the trends around you, your vessel may not be able to weather the storm. I’d also say whenever possible, make sure you have a clear strategy for where you are looking to go and have a good team on board with you. If your craft leaves port without a plan for where you are headed, there is a very good chance you and your crewmates will be lost at sea.
Face the Waves
Push full throttle into the waves instead of letting them control you
Watch for Trends
Keep your eyes and ears open to changing conditions around you
Have a Clear Strategy
Know where you’re headed and bring a good team with you
