James Pember, CEO at Sparta talks about motivating people at work, building a high performance culture and how to think about incentives and engagement in 2017.

1. Building high-
performance work
culture in 2017
James Pember
SpartaSales.com

2. Who am I?
• James Pember
• Founder of Sparta – an
enterprise performance
management platform
• Love sales, motivation theory,
performance and psychology
• Have learnt a few things
about the above topics from
working with the world’s
biggest brands on
performance
• Email me
james@spartasales.com
Selection of Sparta customers

3. Most of us think about
motivating people ALL
WRONG !!!

4. Here are the
hard facts
about
motivation
and
performance
1. Inside most organizations, 20% of the staff
produce 80% of the results
2. Only 13% of the workforce are engaged in
their work
3. 40% of employees say they’d work harder if
they were recognized more at work
4. More than 50% of global b2b salespeople will
miss their annual targets in 2017

5. A question to you guys - what motivates people to succeed?
Most of us think
the financial
incentive is the
most important,
often ignoring
the rest!

6. WHO ARE THE MOST IMPORTANT?

7. Most organizations
only reward their top
performers and
ignore group with
the biggest potential
for growth &
improvement
😶
😍😱
65% 17% 18%

8. Getting “more out of the middle” represents
your biggest opportunity for growth

9. ”OK I agree – but
what’s the solution
then?”?

10. To get everyone engaged you
must reward more of your team,
more often by focusing on the
things that really matter .
Simple, right?

11. Reward everyone
by promoting the
actions that lead
to outcomes, not
the outcomes
themselves

12. ACTIONS DRIVE OUTCOMES

13. Why does Actions Not Outcomes work?
• Everyone can do these things (don’t depend on skills)
• When they start doing them – they get rewarded/recognised
• This spikes their motivation/confidence/engagement (people like to
shine you know?)
• Doing these things will help them achieve better results anyway
• You’ll also end up with a better culture (happier employees, happier
customers)

14. Make it fun to do
the things
necessary for
success!!!

15. “There’s an
app for
that!”

16. “There’s an
app for
that!”

18. THANKS!
• If you want to check out Sparta:
• www.spartasales.com
• If you want to go deeper into these topics:
• http://bit.ly/spartanews
• Weekly newsletter – all the topics we’ve
touched on today
• Email/tweet me feedback/ideas/disagreements
• james@spartasales.com