One of the simpilest form of motivation is based on consequences.  Simply put a consequence is the result or effect of an action.

Surprisingly, many people jump to “negative” when they hear consequences, partcularly in the context of performance management.

As a general rule, strong performance results in positive consequences.  Like the old saying ” You get more bees with honey than vinegar” you will get stronger performance using positive consequences to motivate.

Performance management is also a bit of a misnomer too.  Essentially, by creating circumstances that encourage and enable the achievement of positive consequences, and the desire to achieve them (motivation) high performance is achieved.

The goal of performance management is really more accurately termed performance encouragement.  It is most effective when applied indirectly.

Using Positive Consequences to Motivate

Consequnces are a great tool to indirectly influence the actions of others.  The sprinter seeking the consequence of a gold medal performs better.  The postive consequence is motivating.

This is dependent on understanding the level of value asociated with the consequence.   The sprinters stakeholder group (coach, parents, fellow citizens) all contribute to this understanding and so form part of the performance management equation.

Negative Consequences

While it is true using avoidance of negative consequences as a motivating factor can work somewhat, numerous psychological studies have shown this the least effective approach to motivation.

More importantly, it is not sustainable, nor does it encourage  attempts to exceed and get even better consequences (basically your behavior focuses on avoidance not improvement).

Most Common Mistake

Many managers or leaders focus on negative consequences to manage performance.  In my experience the thing that stands out in peoples minds from a performance discussion  are the opportunities for improvement ( nice euphemism).

In fact these opportunities are about consequences you are not achieving (so negative).  Even if positive consequences are mentioned in the discussion, people mostly focus on the negative (and feel bad)

Atheletes will tell you the positive consequence of winning is something they feed on.  On average, winning motivates more winning and losing, well, just the opposite.