Thomas Sweeney teaches, writes, and consults on the importance of encouragement. In the fourth edition of his book Adlerian Counseling: A Practitioner's Approach (Taylor & Francis, 1998), Sweeney provides seven principles of encouragement. To illustrate each of these principles in a business context, I will use vignettes and analyses to illustrate the effectiveness of encouragement.
1. What one is doing is more important than how one is doing it.
a) That's an incredible sales performance for the month of March. What did you do to accomplish it?
b) I'll bet you're the best salesperson in this division!
Although the second statement is a nice thing to say and could be intended as encouraging, it implies that one has to be the ...