Communication - Enthusiasm Can Trump the Details
Editor's Note: Dan Walter provides a Classic reminder that if we aren't excited about the compensation plans we create, little chance anyone else will be either - no matter how flashy our colorful newsletters or powerpoint presentations.
We discuss communication a lot here at the Compensation Café. We know that if people do not understand their compensation they are unlikely to be attracted, motivated or retained by it. But, recently I was reminded of a simple lesson that is often missed in the rush of deliverables and priorities. When you’re enthusiastic about something people listen.
I went to dinner with some colleagues two nights in a row. The first night our server was effective, but sullen. We talked more about why she seemed upset than we did about our food. Everything was delivered in a timely fashion. The food tasted fine. I cannot remember what I ate. The second night our server was effusive and bubbly. She described the food in ways that made me want to order far for than I could eat (which I did). She not only used adjectives like marvelous and amazing, it felt like she really meant them.
As our group discussed different items on the menu we also used more excited language. We talked about the lamb bolognese and branzeno and compared the trumpet mushrooms to the brussel sprouts. In the end we even placed one order for a halibut cheek appetizer, based solely on the servers passionate recommendation (“I wait all year for the chef to put these back on the menu!”)
Most of the people at the table were involved in compensation (I lead an exciting life) and this meal got us talking about compensation presentations. New plan rollouts, discussions about benefits and meetings about performance results can all use a little joy. We often get bogged down explaining the details and miss the point. If people are excited and interested they will often explore the details on their own and come back with important questions. If we can’t muster up the enthusiasm to engage people at the very beginning of the process how can we ever expect them to be engaged in the future?
Before your next meeting with a group, or even an individual, ask yourself if you would be more interested after the discussion than at the start. If not, it may be time to change your approach. Just remember that a little enthusiasm isn't really enthusiasm. As our server showed us, if you embrace the concept you may be able to get people to try things they would have never otherwise imagined.
Dan Walter is a CECP and CEP and works as Managing Consultant for FutureSense. He is passionately committed to aligning pay with company strategy and culture. Dan is also a leading expert on equity compensation issues and has written several industry resources including the one-of-a-kind Performance-Based Equity Compensation. He has co-authored ”Everything You Do In Compensation is Communication”, , “Equity Alternatives” and other books. Connect with Dan on LinkedIn. Or, follow him on Twitter at @DanFutureSense.
