studs( or a cubic zirconia jewelry in gold plating or any other creative incentive that your team best responds to).
5. Give your high-performing team collaborative incentives. Call your suppliers for product prizes and education trips. Go into your community to find vendors who will participate in an employee incentive program exchange. Provide them with equal-value gift certificates in exchange for premium products your team will enjoy. This will help attract new business and reduce expenses. Wines, chocolate baskets, clothing accessories and memberships are some great ideas.
Empowered Communication One of the most important factors that can drain your team of motivation is poor communication. It leads to unresolved feelings of resentment which lead to passive / aggressive behavior and a decline in productivity. Similarly, when we attempt to recognize our team with a“ thank you”— if done inappropriately— the opportunity to reinforce behavior we want repeated is lost.
Stop Looking for Common Sense Leaders can often get frustrated and move into the mindset of judgment.“ I can’ t believe they don’ t know this; it’ s unacceptable! Don’ t they have any common sense?”
In our time of growing diversity in generations, cultures and social values, there is no more common sense; only common goals. Release the temptation to look at your team in judgment and choose to create awareness. They often aren’ t aware of the full impact of their actions. Use the ASIA communication technique( see sidebar) to create awareness and change or reinforce behavior without resentment.
Remember that awareness precedes action and focus precedes results. Be an empowering leader and strive to increase your team’ s energy, focus and passion to grow and succeed in 2012. ■
TANYA CHERNOVA is an international skin specialist, author, speaker and brand formulator with more than 20 years of experience working at every level of the spa and beauty industry. After her return from France as an international educator and business development agent, she founded Time Reverse, an award-winning nonsurgical facelift brand that generated over $ 1 million in sales in its first year on the international shopping channels. As an inspiring speaker and trainer, Chernova has presented on stages around the world in more than 30 countries. Today, she works with Fortune 100 and 500 companies. She is also the co-founder of the personal empowerment company Courageous Living and co-author of Undermind: Discover the 7 Subconscious Beliefs That Sabotage Your Life and How to Overcome Them. Follow her on Twitter at @ tanyachernova or email at ask @ tanyachernova. com.
The ASIA Technique to Motivate Behavior
ASIA is a conversation acronym that stands for and works as follows:
Acknowledge Specific Impact Appreciate or Ask
Example for Behavior That Needs to be Repeated: Acknowledge“ Betty, I want to acknowledge you for going out of your comfort zone and inspiring your client to enjoy a … Specific … full body wrap and massage when she only came in for a body polish. Impact Each time you do this, you elevate your client’ s experience as well as their health and increase their trust in you as a professional. Appreciate We appreciate your commitment to yourself, your clients and the spa, thank you!”
Example for Behavior That Needs New Behavior: Acknowledge“ Lauren, we appreciate that you are an excellent therapist and always provide good quality treatments. Specific I noticed that you have been late for your shift two times by ten minutes this week and … Impact … when this happens, it puts stress on reception and lowers client experience. It puts stress on you as well as the team as we have to switch them around to cover you as well as affects your record and our ability to trust in you. Ask How can you ensure you arrive at least 15 minutes before your shift to create team success?”
May 2012 ■ PULSE 45