MAY 28

Choose an award that fits the employee.

WHEN IN DOUBT, ASK

We once met with a company that was considering taking system-wide a seemingly successful sales-performance program they had launched in one division. The winner of the sales contest had been presented with a wonderful trip to an exotic locale. In the course of our work with the firm, we discovered that the man had never taken the trip. Of course, we asked why.

“I’m terrified of flying,” he replied.

A lot of the time, you can avoid problems like this through frequent department walk-throughs and careful observation and listening. But when in doubt about the appropriateness of an award, ask. Ask the employee’s spouse. Ask his coworkers. Ask the employee himself.