The Psychology of Employee Motivation

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The Psychology of Employee Motivation

• What makes your staff tick?
• Claire Williams - Group Reward Manager

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Travis Perkins Group Who Are We?

• Builders Merchant and DIY Retailer
• FTSE 250 Company
• 1,010 Branches Nationwide
• 16,000 Employees

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What do we need to do?
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What makes our Company tick?

• What behaviours are we trying to drive?
• Who are we trying to motivate?
• What will the success factors be?

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What makes our Company tick?

• What behaviours are we trying to drive?

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What makes our Company tick?

• Who are we trying to motivate?

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What makes our Company tick?
Who are we trying to motivate?
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What makes our Company tick?
Who are we trying to motivate?
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What makes our Company tick?
What will the success factors be?
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What makes our Staff tick?
?
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Motivation - The Theory
Maslows Hierarchy of Needs
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Motivation - The Theory
Herzbergs Two factor Theory
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Motivation - The Theory

• hygiene factors
• supervision
• company policy
• working conditions
• salary
• peer relationships
• security

• motivators
• achievement
• recognition
• responsibility
• advancement
• growth

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What makes our Staff tick?

• Scheme Objectives
• Promote positive recognition amongst the DC peer
  group by recognising top performers
• Provide recognition which is valued and
  prestigious and motivates DCs to become involved
• Re-enforce desired behaviours to complement
  organisational goals and performance goals
• Provide a layered approach that rewards
  achievement of top performers whilst continuing
  to reward ongoing improvement

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Structural Techniques

• Individual or Team
• Performance vs target
• Reward per sale vs reward for best sales
• Leagues peer or geographic
• Balanced scorecard
• Prize draws
• Best improver
• Fast start / Fast Finish
• Knockout Competition

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What makes our staff tick?
With so many ways to reward people, you may
ask How do I decide how to reward each person?
The answer is simple Ask them. Michael LeBoeuf
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Xsell - How does it work ?
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Incentive Structure
Top Performers (Annual)
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Communication

• Transparent and fair process
• Know your audience
• Ensure the goals are clear and objective
• Obtain buy-in

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Communication

• The 5 big questions
• What do you want me to do?
• Why do you want me to do it?
• How do I do it?
• How do I know how I am doing?
• Whats in it for me?

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Communication
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Communication
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Reward and Recognition
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Analysis and Review
I felt so proud !
I definitely want to Xsell next year too
Thanks for a great evening!
something Xtra to aim for
It was fantastic !
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Summary of Process
analysis review
analysis review
reward recognition
measurement structure
reward recognition
measurement structure
communication
communication
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Summary of Process
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Any Questions
?