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Reinforcement Tagged Articles



Ubiquitous Reinforcement
Great leaders know that reinforcement is the most powerful way to improve motivation. This article highlights four frequent errors in trying to reinforce people along with the antidotes. It also covers the need for reinforcement to be for the entire culture, not just for leaders to use.

Leadership Truth #1 - Great Leaders Operate from a Set of Values
Values are the underpinning of everything we do. Great leaders have a concrete set of values that they operate from on a daily basis. Where do these values come from?
Ten Hallmarks of a High Trust Organization
We tend to think of trust in one dimension, but there are several different ways trust plays out in organizations. My favorite definition of trust is that when I trust someone, it means I believe he or she will always do what is thought to be in my best interest (even if I do not particularly appreciate it at the time). We can contrast some dimensions of trust by considering what it is like to work in an organization with high trust versus one with low trust on several dimensions

Punished by Rewards
The following review is taken from a pivotal article by Alfie Kohn in 1993. The paper can be ordered from Harvard Business Review (Sept. 1993). I will also provide my own comments on each point and offer some additional materials that amplify Mr. Kohn’s point of view.
Leadership Assessment #16 – Build a Reinforcing Culture
There are hundreds of assessments for leaders. The content and quality of these assessments vary greatly. You can spend a lot of time and money taking surveys to tell you the quality of your leadership. There are a few leading indicators that can be used to give a pretty good picture of the overall quality of your leadership. These are not good for diagnosing problems or specifying corrective action, but they can tell you where you stand quickly. Here is one of my favorite measures. It is the ability to build a reinforcing culture.
E-mail Tip #6 - E-mails are Permanent Documents
In the hubub of everyday interfaces, we often forget how dangerous e-mails can be because of their permanance. If we write something, we better be prepared to defend it for all time. Here are some tips that can help protect you.

9 Ideas to Reduce Cliques at Work
My thesis is that cliques at work have some helpful components, but they often do more harm than good by being exclusive elements in the culture. Top performance in any organization requires the best effort of the entire team, and when parts of the group are fragmented into insular cells, all kinds or gremlins creep into the structure. In the extreme, cliques can be hurtful to the mission of an orgnaization. But cliques are as natural as pancakes for breakfast. They form spontaneously and have their own unwritten bylaws that serve the members very well. How can leaders reduce the negative impact of cliques? Here are 9 ideas that can help reduce the problem.
6 Methods of Training Reinforcement
The key to training success is to deploy creative training reinforcement. Follow these six steps to keep training alive and sales up.

Trust Keeps Leaders off the Slippery Slope
There are numerous advantages when leaders can build an environment of high trust. One important one is that the employees in the organization become helpful watchdogs to help prevent ethical dilemmas, but that is only one advantage. Here are 10 key benefits of building a high trust organization: 1. Lower risk of ethical debacles 2. Higher productivity 3. Lower costs 4. Less conflict 5. Focus on the vision 6. Trust is evident to customers 7. Focus on development 8. Improved communications 9. Better reinforcement 10. More efficient problem solving
The Magic of the Sales Force Evaluation
Companies that evaluate their sales forces benefit from the insights, predictions, and findings that come from the wealth of relevant information. In addition to the many surprises, including problems they weren't aware of, they learn of many opportunities too.
9th of the 10 Kurlan Sales Competencies That are Key to Building a Sales Culture
All of the stuff they have been doing, including the order in which they have been doing it, is usually wrong when we begin working with them - and permanently so. It's harder to stop doing the permanent stuff than it is to learn a more effective way. Think of an elastic band. The information from the new lesson stretches the band a lot. Then the natural tendency to do what has become permanent snaps the band back into its original shape. Solution?

Motivation or Sales Process?
Many people are looking for a quick fix when it comes to.....
What Still, Small, Voice?
Our mind is constantly involved in conversations with our Internal Dialogue. Discover what each of the four voices want to better control our mind. Start now.

C-Level Selling: Are You a Tiger, a Phil or Struggle to Make the Cut
C-Level Selling and professional golf have a lot in common, but there is no money for second or low place.
Can Self-Talk Implement Success or Failure?
Discover how the brain use internal dialogue (self-talk) to improve comprehension and long-term memory. Learn to communicate with all four learning styles.
Big Mistake: Not Billing for all your Consulting Time
Have you billed all the hours your customer agreed to pay, you did all the work, and delivered satiafactory results? Why not? Is it your invoicing? Your time tracking? Or your delf-talk? Stop giving away your time.
Reinforce People More Consistently
Reinforcing people for performing in a certain way will cause them do do more of that activity. The problem most managers have is that they only think of reinforcement when something special happens. This article describes how reinforcement should be a continual process.

Writing Tip: A Strategic Advantage that Begins at the Keyboard
When composing emails, you are much more productive if you think and write from the reader's perspective. This simple solution is easier said than done. An officer in charge of a U.S. Navy Shipbuilding facility calls this fundamental change a "force multiplier." He personally models this approach and coaches his staff to do the same – because the benefits are both immediate and significant.

Teens and Sleep Problems: Quantity Sleep Doesn’t Always Mean Quality Rest.
With the added stress of school, social pressures and significant increases in newly arriving hormones, middle school kids up to college freshman are suffering from a lack of both quantity and quality of restful sleep. A recent study looked at the direct relationship between grades and sleep. Researchers found that students who received not only more sleep---but also a better quality of sleep, got more A’s and B’s, while the teens who got less sleep received more C’s and D’s.

Six Easy Steps to Creating a Killer Ad Campaign.
If your small business needs to get to get the word out, but is short on marketing money, this article will help you optimize your advertising dollars by creating ad campaigns that get noticed, remembered, and acted upon.
Avoiding Drama
Drama is all around us every day. In the workplace, there is frequently disruptive drama that distracts attention from critical work. I believe leaders have the capability to reduce the most common forms of drama in the workplace. Some people feel neglected or ignored and tend to act out their frustrations just so people will pay attention to them.

Reinforcing training: Getting Managers Involved
Just because a training session was completed doesn't mean that information and skills learned will "stick" with trainees. In order for that to happen, it's imperative that managers understand how to reinforce what was learned and how to use that learning to meet the goals of the company.

Management styles for Gen-X and Gen-Y
Managing today workforce is not an easy task. It takes different tools to get through to Gen X and Gen Y.

You Must Work a Prospecting System
If you’ve been in sales for more than six months, and you’re still making cold calls, you’re on the wrong track. You're not going to reach the top. Traditional trainers might be proud of you for making these cold calls, but the top sales performers would tell you you're wasting your time. There’s a better way to get to the top.

Answers To The 3 Big Advertising Questions
Does advertising work? Isn't it expensive? Where Should I advertise? Find the answers to these questions in this article.
Team Building
A look into world of Team Building and what it means to Entrepreneurs
Getting Millennials to Drink the Kool-Aid
Much has been written about the four (soon to be five) generations in the workforce. Stress between these groups is often the source of significant productivity loss due to annoyance. For this discussion, I wanted to focus on the Millennials (Generation Y) who are now 16-30 years old. The communication patterns of these young people are causing ruffled feathers as they are becoming a larger force within most organizations.

Talent Strategy Joins The Strategic Planning Process
Find about the fears, frustrations and skills you need to consider in your next strategic planning session.
The Importance of Internal Branding to Support Exceptional Customer Service
Derek Stockley identifies the growing importance of internal branding. The brand informs prospective customers and customers of your value proposition and distinguishes you from your competitors. The brand should be consistent with what is delivered. It should be unique, memorable and distinctive.
5.12 Social dialogue: Working Out of Poverty
Promotion of tripartite mechanisms to strengthen the decent work dimensions of national economic and social development policies aimed at poverty reduction.
Real Motivation
All leaders seek higher motivation within the workforce because it means greater productivity. Most leaders try to create higher motivation by trying to make workers happier with bonuses, pizza parties, or numerous other extrinsic motivators. It has been known for over a century that real motivation is an inside job.

Other Reinforcement Related Articles

An Ounce Of Silence
It is amazing to watch a true professional finish his presentation and just kick back and watch the prospect talk himself or herself into the sale. The worst that can happen if you button up is that the prospect may start to say something negative and you have plenty of time to counter with positive reinforcement.
Ubiquitous Reinforcement
Great leaders know that reinforcement is the most powerful way to improve motivation. This article highlights four frequent errors in trying to reinforce people along with the antidotes. It also covers the need for reinforcement to be for the entire culture, not just for leaders to use.

Challenges to Developing a Reinforcing Culture
A reinforcing culture is not only more fun for people, it is also much more productive for the organization. In other articles I have addressed the importance of a reinforcing culture and how to get it. Good reinforcement can be a minefield, yet it is extremely powerful. This article deals with the challenges of doing it correctly.
Building Fires - What Leaders Do
Teaching, demonstrating and motivating through positive reinforcement are just a few of the examples of what leaders do to encourage the greatness in those they mentor. When properly done they can build followers into fiery leaders themselves. We can draw many parallels between developing the character of a leader and building a fire.
6 Methods of Training Reinforcement
The key to training success is to deploy creative training reinforcement. Follow these six steps to keep training alive and sales up.

Create a Great Sales Training Program
Every company has sent their sales reps and employees to sales training seminar; however, most of those people forget what they learned less than one month later. Follow these sales tips and techniques and figure out how sales training reinforcement can enhance your employees performance.
Learn a Thing or Two from Your Golf Swing
Your golf swing isn't the only thing that needs practice. If you spent as much time practicing your sales pitch or prospecting as you do on the driving-range, there's a good chance that it would be easier to hit your bottom line. If you want to see your sales progress then engage in training reinforcement and apply what you learn.

Reinforce People More Consistently
Reinforcing people for performing in a certain way will cause them do do more of that activity. The problem most managers have is that they only think of reinforcement when something special happens. This article describes how reinforcement should be a continual process.

Create Success With Professional Development
To be successful, sales people must develop their professional abilities, because sales is a thinking person's business. Charm is an asset, but in the big picture, it's far less important than the system you use and the control you have in the buyer-seller process. The reality is that everyone needs ongoing reinforcement training to be their best. To commit to professional excellence, we all need to go back to school.
Make Performance Reviews Really Count
Some bosses are afraid to reprimand, others are uncomfortable giving positive reinforcement. Both tasks are necessary and if performed in an unsatisfactory way can hurt your relationship with your employees.
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