I managed people who held low level jobs and limited opportunities for advancement. They are, by and large, an unmotivated bunch. They did their work adequately and left on time. They weren’t there for more than a paycheck. Good for them, I say.

One of the things my managers frequently tasked me with is how to motivate these people. And before I could say more money they then added the painful restriction without offering them more money. More money was always the hitch. The companies wanted to motivate the employees without paying them more. Needless to say, nothing we ever came up with worked.

The problem here is that the highly compensated people who run companies have convinced themselves that more money only works to motivate high level people. Low level people want something else. I attended seminars where I was told countless times that employees actually want other things than more money. They want respect. They want autonomy. They want acknowledgment. Notice that all of these things are free for the company. They are also vague and difficult to deliver for the direct managers. How much autonomy can you give to a person who has a highly structured job with expectations of coming in on budget and on time? If you didn’t deliver, you were encouraged to do better; if you did well, you got a pat on the back.

The budget for employee incentives were such that it was easiest to reward the group instead of the individual. So Donut Fridays and elegant Christmas parties were thought of enticements which never delivered the expected punch. I actually had one employee ask if instead of going to the Christmas party could she instead have the percentage we paid on a per person catering charge in cash. She would rather have the 29.99 than spend time at the party. I had to explain to her that this was a group incentive and her choice was the party or nothing. She, obviously, was being facetious but her point was made — the company was giving her something she didn’t want.

Even more ironical is that when I relayed this information to my boss, she completely understood. This to me, speaks volumes, about corporate culture — everybody knows this won’t work, but since we can’t give more money individually we are stuck we these group benefits that nobody cares about and won’t deliver. In other words, everyone knows these actions are doomed to failure from the start but continue doing them because nobody has a better idea.

I worked for a company that diligently surveyed their employees on how they felt about work. A neutral company took the survey, the results tallied and delivered to the employees. Every year the areas where my department scored lowest would be our focus to improve for the next survey. Except, of course, low pay. Everyone knew we couldn’t change that so low pay was a problem when the first survey was taken and low pay was a problem on the last survey I was there for. I am betting, with almost 100 % chance that I am right and after being away for six years, low pay is still one of the lowest scoring areas for my department.

The higher ups, convinced by seminars they attended where they were told that higher pay is not the major concern for employees, made us middle managers attend these same seminars so that we too can understand that higher pay was not the reason people worked. We learned how to encourage employees, how to discipline employees, how to reward them without giving them any money and, of course, nobody was convinced.

What is so baffling to me is this resistance to giving more money when the higher ups know the way to get people to work harder is to give them more money. This is, after all, the argument for giving rich people more money. We want them to work hard right? These people are the innovators, the entrepreneurs, and the risk takers. They have to be rewarded. If you take away their money, they won’t work very hard. But if you give them money — will the sky is the limit.

Exactly. So why should regular employees be treated differently? It is a blindness to the very economic tenets that Business so enthusiastically embraces. But by all means, continue with the Pizza Parties and Donut Fridays. I am sure one day that it will eventually work.