Raising Employee Self-expectations

Expectations are powerful

Expectations are powerful. High expectations can motivate people to do great things. Not surprisingly, low expectations often have the opposite effect. When you dont expect much, you dont get much. As an entrepreneur or business owner, you expect nothing but the best from yourself. Whether you realize it or not, the expectations you set for yourself directly impact your performance and the success of your business.

The same can be said for your employees. The expectations you communicate to your employees, and the self-expectations they then impose upon themselves, are key factors in how well they perform. Known as the Pygmalion Effect, the way you treat your employees is subtly influenced by what you expect of them.

The Pygmalion Effect manifests itself in all areas of your organization and is driven by the basic principles that:

Every business owner has expectations of his employees, and he communicates these expectations either consciously or unconsciously

Employees intuitively read these expectations from the business owner and then perform in ways that are consistent with these expectations

Take your sales force, for instance. Experience and capabilities are obviously not the same as motivations and self-expectations. The best sales managers are those who set sales goals that are just beyond the employees comfort level. Why? Because the best salespeople rise to the occasion and exceed the expectations set for them. If you make ambitious but attainable goals that instill confidence in your sales staff, you will see sales grow. On the other hand, nothing breeds complacency and unrest in your sales force as much as not communicating your expectations and confidence in their abilities.

Another important aspect of the Pygmalion Effect is the fact that enthusiasm is just as infectious as apathy. Consider yourself as an example. As an entrepreneur and business owner, you have a drive to make your idea succeed. Your reputation and livelihood are on the line. When you hire a new employee, shouldnt he or she have the same enthusiasm? Of course. But how are you communicating your enthusiasm, and is it based on raising self-expectations in your employees?

Here are some ways to empower employees and create high self-expectations:

Provide opportunities for her to experience increasingly challenging assignments, and ensure she succeeds at each level before moving forward

Offer one-on-one coaching that emphasizes improving what she does well rather than focusing on her weaknesses

Frequently provide positive verbal feedback and regularly communicate your belief in her ability

Consistently demonstrate your sincere commitment to her success and ongoing development

The Pygmalion Effect is not just a theory. Its reality. And adhering to its principles can be the difference between your business success or failure. Define employee roles and responsibilities, explain how they fit in the bigger picture of the business, and be clear about what you expect from them. They will not only appreciate your frankness. They will reward you with their best performance. And what business owner can expect better than that?

If youre an entrepreneur or business owner who wants to learn more about motivating and raising the self-expectations of your employees, ask the experts by calling 619.550.8052 or visiting www.ThinkBlueThinking.com.

by: Bruno Raynal

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