Big improvements are often the result of incremental changes in behavior. Yet most reward systems are only setup to recognize the end results.
When you reward results without taking into account the behaviors that led to the results, you may be rewarding behaviors that are ultimately harmful. You may be inadvertently encouraging people to increase output by sacrificing quality, or to take short-term gains at the cost of long-term losses.
By rewarding the behaviors you want to encourage, your initiatives won’t be derailed by those who would game the reward system and damage the overall strategy.
Changing behaviors can be difficult. But some influencers have learned to use human nature to make changes not just possible, but inevitable. Influencer: The Power to Change Anything by Kerry Patterson, Joseph Grenny, David Maxfield, Ron McMillan, and Al Switzler examines the strategies used to successfully affect even the most unlikely changes, on a scale both small and large.
