Q: I run a small company. We’re on tight deadlines as we work together to create specific results by the end of the year. I’m told I give good pep talks, but I don’t feel like I’m getting my employees motivated. Do you think I’m missing something? Are pep talks enough to get results from employees?

A: No, pep talks are not enough to get results from employees. What you’re missing is that most people do most things most of the time because of their self-interests. When a leader is busy spouting off motivational speeches, employees will nod politely and then go back to what they were already doing.

Many leaders fail to share with employees the price of failure. One executive I coach felt proud of his energetic speeches. When I asked him about the price of failure, he said, “Well, we’ll h

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