Charles Schwab was one of the first American businessmen to earn $1,000,000 per year in a time when earning $50 a week was considered well off. Why did Andrew Carnegie, who hired Schwab as president of American Steel, pay such a steep salary?
Schwab openly admitted that his people knew more about the steel industry than he. Then 38-year-old Schwab was no more experienced or brilliant than those with whom he worked.
Schwab’s primary skill was his ability to influence others – namely the people who worked for him – to focus, work harder and produce far greater results.
“I consider my ability to arouse enthusiasm among my people the greatest asset that I possess. The way to bring out the best that is in a person is through appreciation and encouragement.
“There is nothing else that so kill’s the enthusiasm of a person as criticism from superiors.
“I’ve yet to meet a person who did not do better and put forth a greater effort though expressions of approval than under a spirit of criticism.
“I never criticize anyone. I believe in giving a person incentive to improve. If I like something, I am lavish in my praise.”
Realizing that Steve Jobs wouldn’t agree with this approach, validation and appreciation are still the most compelling ‘influencing’ tools today.
What does the average person do? If they don’t like something they are quick to judge and criticize. If they do like something, they say nothing.
They take their workers, especially high achievers and those who have been with them for a very long time, for granted.
I often hear this from a client who is having challenges with an employee:
Client: I just can’t get Jack to perform at the level I know he is capable of performing.
AGE: What are Jack’s greatest strengths?
Client: Lists 5-10 strengths.
AGE: Does Jack know that you recognize and appreciate these strengths in him?
Client: No, he should know what his strengths are. My job is to push him to excel more.
AGE: What if you focus solely upon all that he is producing, along with his strengths for the coming month?
Client: (three months later) Jack is now exceeding my expectations. I can’t believe it was that simple.
Studies have shown that a person’s greatest craving is to feel important. While ideally we would all feel ‘important’ all of the time, too many factors throughout the day – including negative comments from supervisors – can diminish this joy and thus productivity.
Words of appreciation not only influence a person’s actions, but can change a person’s life. These acknowledgements made publically or privately will remain in a person’s memory for years, as will harsh criticisms.
Benjamin Franklin: “Any fool can criticize, condemn and complain, and most fools do.”
Andrew Carnegie: “Any fool can criticize, condemn and complain, but it takes character and self control to be understanding and forgiving.”
As leaders, if we stop thinking of what we need for long enough to consider what the individual working for us craves to succeed, we’ll all end up accomplishing our goals.
I challenge you to look deeper into each individual on your team to appreciate and develop their strengths. Then, get out of their way and set them free to excel.
Master Executive & Leadership Coach Ann Golden Eglé, MCC, has steered highly-successful individuals to greater results since 1998. President of Golden Visions & Associates, LLC, Ann can be reached at 541-385-8887 or subscribe to her newsletter at www.GVAsuccess.com.
(Pamela–Here’s a visual you can use if you like, and omit the Benjamin Franklin &/or simi quote above. Or keep both…I like them both…your brilliant choice)
