More vs. Less

Recently, I was reading a discussion on one of my LinkedIn groups. The writer wanted to know how they could motivate their warehouse staff apart from basic compensation increases or decreases. It’s easy to get stuck in a rut when trying to sort out how to motivate others. Unfortunately we get fixated on the financial aspect of motivation and lose site of our own creativity along with the natural tendencies of our teams.

Our natural reaction is to threaten to take something away from our followers in order to “incent” them to work harder. Our tendency is to treat them like children. “If you don’t pick up your blocks, you can’t have a cookie!” No one wants to lose a part of their job that they find fun, significant, or energizing – and at the same time lose their cookie too! Sadly the art of taking things away does not get you far and creates frustration. It also doesn’t take much skill to take something away from someone. My kids were professionals before their first birthdays, and I bet you were too.

Why are we so afraid to give our people more? The common feeling is that it may make them complacent while costing us control. I don’t know about you, but I love more. My appetite is never satisfied. Succeeding and getting more at the same time helps me see that the sacrifice was worth it. If you threaten those you are entrusted to lead with “less”, then be prepared for negativity and resentment.

Instead, why not find something that your crew loves and figure out how you could give them more. People are likely to focus on more instead of less. My sons LOVE more, and I can guarantee your employees do too. How could they earn more money, responsibility, or something as simple as more casual days, office-paid lunches, etc?


The challenge as a leader is to tap into your team's appetite for more in a fun, creative way that not only rewards them with more, but also lets them know the difference their extra effort and heightened performance makes. Remember, it doesn’t require any effort to take, but takes creativity to give more.