Gartner Research

Motivate Staff Behavior Through Transparency (Pi Corporation)

Published: 13 January 2014

ID: G00386155

Analyst(s): Procurement Research Team


71% of Procurement staff do not believe that their behavior is assessed accurately or that their behavior impacts their pay. As a result, Procurement staff are less likely to exhibit behavior or apply skills that that seem difficult if a direct benefit is not apparent. Consider how one company was able to motivate their staff by being transparent about how certain behaviors will impact an individual’s pay. Re-orienting benefits based on how the outcome is achieved rather than just the outcome helps staff understand the importance of certain behaviors. Key components of this solution are: Quantify Benefit of Good Behavior: Demonstrating how good behavior impacts both pay increase and bonus payout motivates employees to focus on behavior rather than just outcome. Clarity Around Improvement Opportunities: Clearly show how employees can improve their pay by improving their behaviors or how much their payout would be reduced for not meeting behavior expectations.

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