117Selling the Work
Selling the work requires you to get tuned into WIIFM (What’s In It For Me) for your employees.
Though we would like to believe that people get behind a vision and join the mission out of pure altruism, that’s just not the case. They need motivation, and nothing motivates people like knowing what they have to gain from the work you’re trying to sell.
Will it result in a promotion? Will it mean more money? In short, what’s the benefit to the employee? Now the Machiavellians out there would say that’s easy to sell to the employee: “You’ll have a job!” But coercion and management by fear gets you nowhere in the long run. Throughout time, it only builds resentment.
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