Quantum Physics of Belief - Motivations

For the past few months, I was writing about quantum physics and business research to explore the correlation between the science of consciousness and patterns in the business world, to suggest innovative ways of using this wisdom to lead and succeed in a business environment that is constantly evolving at a rapid pace.  Once we reach a greater understanding of how the thought energy in an organization, in addition to actions, is influencing our results, many of our focuses will change. Today, we place a huge emphasis on monitoring how employees perform, as far as the actions they take, but we place very little emphasis on understanding the thoughts behind their actions. Today we only care that an employee is motivated to perform, but in the future we will care about why an employee is motivated to perform, because this will determine the target of their intentions.

When employees are motivated to perform because they intend that the company is successful, rather than because they desire self-preservation or self-promotion, our businesses will be more successful. This is because the energy of their intentions has an impact on business outcomes (see earlier article on Intentions.)

It has been proven scientifically thru experimentation, when groups of people intend that a particular outcome is achieved, the intentions themselves have an impact on events, so that the outcome is more likely to occur in the direction of the intentions. An intention is a conscious desire for a particular outcome. See my earlier article for a premise on how thought energy leads to business success.

It is not a foregone conclusion that employees of a business have a conscious desire, or intention for the business to succeed. I remember one time I was talking to a prospective client who has never worked for a company. I was talking enthusiastically about the importance of employees’ intentions for the success of a business, and he looked at me with a quizzical expression and said “Why do you think this is such a revelation? All employees intend for their company to be successful.” Those were definitely words of a person who was never employed in the corporate world. Based on my experience, it’s not a stretch to say that most employees in corporations don’t have high levels of intentionality for the success of the company, but rather their intentionality is focused on their own success.

So the question for leaders and managers to ask is “Are employees striving to do a good job because of self-preservation/promotion, or do they care about the success of the overall organization?” The answer to this reveals the object of their intentions.

Here are some reasons why the object of most employees’ intentions is their personal success. Typically, we have caused this by the way we run our multinational businesses.

First, most employees see that winning requires they look better than their fellow employees. That’s how they get promotions and raises that are larger than their co-workers, and that’s how they protect their job security. It follows that their personal success is more important than the success of the overall company and is therefore the object of their intentions.

Secondly, employees will focus their intentions on the realm that is top of mind. They naturally have an active awareness of the success of their particular job function or the project they are working on, but most don’t have an active awareness of the overall success of the company. I like what I have read about how Herb Kelleher kept the employees of Southwest Airlines connected to the affairs of the overall business, by emotionally engaging them in the issues and the company’s strategy for tackling them. This helped focus their intentions on overall business success, but most companies are not nearly as adept at this.

Finally, employees will focus their intentions on the realm where they believe they can influence success. This means they’ll focus their intentions on the realm that they control, which is their personal success or the success of teams of which they are a part of. Most companies aren’t proficient at showing employees how they personally contribute to the bottom line.

The traditional method that leaders use to get employees to be invested in the success of the overall business is to tie the wealth of employees to the wealth of the business through profit sharing bonuses or stock ownership plans. I won’t say that these methods are ineffective, but I will say they are of limited value as long as employees are more motivated to achieve personal success.

Most employees have a high level of intentionality for their own success but not for the success of the entire company. Even employees who are highly engaged and excellent performers will likely intend for their personal success to a far greater degree than the success of their overall company. Causing employees to have strong intentions for overall business success is multi-faceted and the subject of other articles, but we can start with simply paying attention to the current source of motivation.

Law of Unfulfilled Potential

One can see aspects of this law working in such areas like, for instance, in neurophysiology, humans use only a fraction of their brains' capabilities; in technology, superconductivity is not yet widely available; and in medicine, the harnessing of the body's abilities to fight cancers is only just beginning to be understood and realized.

But the Law of Unfulfilled Potential is particularly dominant in the business world - and especially in operations. Operations is the blocking and tackling of any organization, the fundamentals that create the foundation for consistent success.

It's such an important function that in many companies the Chief Operating Officer is usually the next in line for the job of CEO. If a company is not doing operations well, all of its other functions are diminished.

Having worked with operations leaders in a variety of top companies for over two decades, I have seen that many are unfortunately strict adherents to the Law of Unfulfilled Potential - for one main reason: They have neglected an all-important results-driver, motivation.

Clearly, many factors further operational excellence: capital, cycle time, technological advancements, quality, efficiencies, etc. But motivation is the most fundamental, operational determinant of all, for it drives all the others.

After all, operations is the sum of people doing many jobs; and when skilled people are motivated to accomplish those jobs, great results happen.

But many operations perceive motivation as "soft" - as opposed to the "hard" factors of cycle time, quality control, etc. - and so either ignore it or struggle with actualizing it on a daily basis.

I see motivation, however, as a "hard" determinant of operations that can be a concrete, a practical results-producer.

I am going to provide four imperatives that you can use right away to achieve consistent increases in operational results. But before I do, I'll offer a working description of motivation. Leaders often fail to motivate others because these leaders misunderstand the concept of motivation.

The best way for me to describe it is to describe what it is not.

Motivation is not what people think or feel. It's what people do. Look at the first two letters of the word, "mo." When you see those letters in a word, such as "motor", "motion", "momentum", "mobile", etc., it usually means action of some kind. Look at motivation as action too. If people are not taking action, they are in point of fact not motivated.

Motivation is not something we can do to somebody else. It is always something that that someone else does to themselves. Look back over your career, and you will see that the motivator and the "motivatee" were always the same person. As a leader, you communicate, and provide an environment for your members to thrive but the people whom you want to motivate must motivate themselves.

Motivation is not a dispassionate dynamic. It is an "emotional" dynamic. The words "motivation" and "emotion" come from the same Latin root word, which means "to move." When we want to move (motivate) people to take action, or in truth have them motivate themselves, we engage their emotions. Put another way: People will not take action for more results faster continually unless their emotions are engaged.

Finally, the best way to enter into a motivational relationship with people is not by distant communication but the kind of face-to-face talk that has people make the choice to be committed to your cause. It is called the ‘leadership talk’.

Those are descriptions of what motivation truly is. But descriptions alone won't help you meet the challenges of Unfulfilled Potential. You must follow clear imperatives to help you transform descriptions into results.

Here are four that will help you cultivate motivational operations.

1. Give leadership talks not presentations. The difference between a presentation and a leadership talk is what Mark Twain said the difference between the almost right word and the right word is. "That is the difference," he said, "between the lightning bug and lightning."

Let's understand the basic difference between the presentation and the leadership talk.

Presentations communicate information; but leadership talks have people believe in you, follow you, and, most important of all, want to take leadership for your cause. (The best example of such a talk is the one given by George Washington in 1783 to his field commanders who were on the verge of a revolt in the history of American Revolution.)

My experience has taught me that 95% of all communication in business is accomplished through the presentations. However, if 95% of communication were accomplished through the leadership talk instead, leaders would be far more effective in getting results.

So, before you speak to people from now on, and by the way, leaders speak 15 to 20 and more times a day, ask yourself if you are simply providing information or are you motivating those people to motivate themselves to take action for results.

2. Create motivational systems. Most operational leaders are good at systemizing quality initiatives, cycle time, efficiencies, etc. But few understand that some of the most important systems they can put into place are systems that help people make the choice for motivation.

A particularly effective motivational system is one that saturates operations with "cause leaders."

Unquestionably, people accomplish a task better if they are not simply doing it but taking leadership of it. When we are challenged to take leadership, we raise our performance to much higher levels. With that in mind, create systems that identify cause leaders, challenge them to take specific leadership action, and support those actions through systematized training and resource allocations.

3. See results not as an end but as a motivational process. Clearly, you have to get results. But many operations leaders misunderstand what results are about. I teach leaders the concept of achieving "more results faster continually" - not by speeding up but by slowing down and working less, by putting the motivational imperatives into practice. Leaders understand the "more results faster" aspect - but they often stumble when it comes to the "continual achievement" aspect.

We can usually order people to get more results faster. But we can't order people to do it on a continual basis. That's where motivation comes in. Instead of ordering people to go from point A to point B, say, we must have them want to go from A to B. That ‘want to’ is the heart of ‘continually.’

When we understand results this way, understand that we must achieve "more, faster" on a continual basis, then we begin to make motivational operations a way of life.

4. Challenge people to be motivational leaders. The imperatives are powerful when you use them consistently. But they are even more powerful when you have your leaders use them and teach others to use them. After all, you alone can't create motivational operations. You need others to help you do it, especially those mid-level and small-unit leaders. If they are not putting the imperatives into practice every day, your attempts to raise the standards of operations to a consistently high motivational level will falter.

Define the success of your leadership by how well your leaders are leading, and you are well on your way to making motivational operations a reality.

Once you begin to institute motivational operations by applying the four imperatives, the Law of Unfulfilled Potential becomes your competitor's worry, not yours.

Quantum Physics of Belief - Awareness

For the past few months, I was writing about our beliefs thru the science of consciousness and extending those patterns to the business world, to suggest innovative ways of using this wisdom to lead and succeed in a business environment that is constantly evolving at a rapid pace. Once we reach a greater understanding of how our thoughts and beliefs, in addition to actions, are actualizing the world, our organizations will run differently. This realization sheds light on how the role of leadership is changing and which types of leaders will become the most sought after in the 21^st century.

As per quantum physics, the thoughts and beliefs of people in an organization have an impact on the events that occur. In particular, when groups of people intend that a particular outcome is achieved, the intentions themselves have an impact on events, so that the outcome is more likely to occur in the direction of the intentions. An intention is a conscious desire for a particular outcome and a belief that the outcome can be influenced.

To have the highest intentions for the success of an organization, be it a business or a nation, people need to feel responsible for it. Taking responsibility for something means you understand you have a role in creating it and therefore can help create something different. Even if we haven’t taken action to contribute to a particular organizational outcome, our thoughts and beliefs are influencing the outcome of any organization of which we are part of. When we accept this responsibility, we stop blaming others for the outcomes, and naturally develop intentions for the success of the organization. These intentions then help promote success.

Our businesses and societies will therefore, be better off when people accept their responsibilities for having created the current conditions and then lend their intentions, if not also their actions, to improving conditions. Ultimately, each individual will have to decide whether they accept this responsibility and where they will place the focus of their intentions. Inevitably, leaders play a pivotal role by either helping or hindering a strong sense of responsibility in their organizations. So the question is ‘how good are our current leadership practices at getting people to feel responsible for the outcomes?’

The answer to this is complex and multi-faceted, but for now let’s focus on the degree of egocentricity that leaders possess. The reality is that most business leaders got to a position of leadership by showing that they were better than others, so it’s natural for them to continue to proliferate that feeling. Furthermore, business structures are hierarchical in nature, and top executives really are held more accountable than those at lower levels. These factors are a natural hindrance to getting all employees of a company to feel responsible for the company’s outcomes.

I must point out that I am not talking about just holding people accountable for the results of their job. There is a huge difference between a person feeling motivated to achieve specific job results vs. feeling responsible for the outcomes of the business.

Getting all employees to feel responsible for business outcomes requires that we adopt a different belief about what type of leader is most effective and then begin to choose different types of leaders. We need leaders who are humble, to the point of being understated and even self-effacing. This doesn’t mean they are not strong enough to make tough decisions, because they need to be, but they need to be able to stand in the presence of their followers without usurping their power. Business research actually shows this type of leader is more effective.

As a leader, the way you perceive the world around you has a huge impact on your decisions. The way you perceive is determined by all the life you have been living (or NOT living) until now!

There are many levels of decision making and the way you perceive your surroundings determine if you are a great decision maker or just an average Joe trying to make it through the day.

There is a new paradigm emerging. Until now mankind has allowed itself to blame anything and anybody for almost everything and thus leave huge opportunities to take responsibility behind. Huge opportunities to become better at being human beings and greater Leaders in our families, our lives, our communities and even in our countries have been left behind.

This psychological malfunction has brought humanity to where we are today and the leaders of today – whether we are leading multinational companies or we are leading our selves through life, are going to be extinct very soon if this continues. Evolution is determined by survival of the fittest and until now this blaming strategy has somehow worked – at least to some degree. The strategy is: I am right therefore you are wrong! Or I am innocent and you are guilty. Polarization. Segregation.

We must realize that this strategy will destroy us if we continue. Or at least it will destroy the archetype of blaming which is needed, and make a perfect transition into a new era. The old strategy was dividing everything – in me and you, good or bad etc. The new strategy which we will need to make a decent world is: Wholeness!

We have to learn to think in 'us' instead of 'you or me'. Every decision a leader makes that is based solely on his or her own perception of life is doomed to fail. (S)He does not realize that even the smallest decision is a thread in a web that includes all living creatures, and anything from 'outside' can make their decision fail. You can't make a decision without being aware of everything else that can influence your decision and you can't be aware if you don't train your awareness!! Just like you can't play piano like Mozart without practicing!

This awareness has multiple levels. The first level is to be aware of yourself! You have to be aware of your emotions, your thoughts, your (determined) actions, and your behavior. You MUST know why you have the feelings you experience. You have to know why you think the thoughts you are thinking. You have to know why you are acting the way you are acting. You have to be able to watch your self from outside your self!

The next level is the same but your awareness now includes other people’s thoughts, feelings and behavior. The ability to be aware of other peoples’ lives is much easier if you know and understand what is going on inside your self. First it is our family and close colleagues. Next it is those that I don't know personally but they come and go in my life. It is people from other departments in my company; it's the people on the street and in the shops. Those I see but not necessarily talk to.

The third level is to apply the same awareness to the whole world. Be aware of everything; All the time. And make decisions accordingly…

We are going to change evolution. This is not an easy task. But on top of the biological evolution we now have to focus on the evolution of consciousness; We even have to add the evolution of consciousness.

We all have a responsibility for this planet. It is not just those we pay to run our country that has this responsibility. We ALL have! And the only way we can do it right is by training our personal awareness skills.

One of the absolute key traits of The New Leader is Self Awareness. Know thy self. This kind of personal mastery demands having a heightened understanding of one's own behavior, limitations and motivations, skills and a mindset of Global awareness.

The patriarchal leader is on his way to extinction. He did not make it through evolution of awareness and now The New Leader evolves and takes over the world stage. The old leader was disciplined and there were no room for emotions as they could negatively influence decisions – well some people really believed this stuff! On our way to Leadership at the World Stage, Awareness and Leadership becomes wholeness. The outcome is Impact, Power, Insight, Integrity, Ethics beyond measure and Social and Emotional Intelligence. Creative Intelligence followed by Spiritual Intelligence will also be active ingredients in Leader Skills in the future.

The lessons we learn from scientific and business research can give us great insight into how to improve the leadership of nations. Here is a radical statement but one that is supported by research: stop making governments responsible for the economy. The science and business research show us that we are collectively creating the conditions of our economy and, furthermore, that getting everyone to take responsibility for it will improve the conditions. Yet we are continually expecting our leaders to fix it and then blaming them when they can’t.

I have no desire to get into a discussion of which political ideals are more correct. However, I do think John F. Kennedy was on the right track when he said “ask not what your country can do for you – ask what you can do for your country”.  These words reflect an understanding of the importance of each person taking responsibility for the world we are creating.

Quantum Physics of Belief - Empathy

For the past few months, I was writing about quantum physics and business research to explore innovative ways of using the latest research and wisdom to lead and succeed in a global business environment that is constantly evolving at a rapid pace. As leaders, we need to know what’s going on with our teams and employees. Are they facing major obstacles? Is their rational thinking overridden with fear? They are not always willing to say they need help, as they may perceive it as a sign of weakness or they may believe there will be negative repercussions.

Two weeks ago, in an earlier article on emotions, I have described how science is now showing us ways to read the emotions of other people, so we can proactively offer help. I am certainly aware of the unease or self-conscious discomfort that many people feel when a term such as "empathy" is introduced in a business environment. However, in this article, let me show how to take empathy to the next level.

Empathy is the act of recognizing and sharing the feelings (such as jubilation or fear) that are being experienced by another person. New scientific discovery is giving us confidence to expand on this traditional definition by including the ability to pick up on the feelings, bodily sensations of another person. Indeed, empathy is valued currency. It allows us to create bonds of trust, it gives us insights into what others may be feeling or thinking; it helps us understand how or why others are reacting to situations, it sharpens our "people acumen" and informs our decisions. As leaders, this helps us know if an employee needs our help to clear an obstacle or needs to receive some encouragement.

A large number of experiments using functional MRI have shown that certain brain regions are active when people experience a certain emotion and the same regions are active when they see another person experiencing the same emotion. The practice of “feeling into” another person is reportedly used in psychotherapy, and now we can use it in other areas of our lives, including the more mundane business world.

There are numerous studies that link empathy to business results. They include studies that correlate empathy with increased sales, with the performance of the best managers of product development teams and with enhanced performance in an increasingly diverse workforce.

Yes, increasingly, the topic of empathy is encroaching on the business world. We are now even seeing terms such as "empathy marketing" and "empathy selling". Not long ago, I came across the term "user empathy", referring to user interface.

Empathy; which is the ability to imagine yourself in someone else's position, to imagine what they are feeling, to understand what makes people tick, to create relationships and to be caring of others; is very difficult to outsource or automate, and yet is increasingly important to businesses in a global economic environment.

The modern management guru, Dr. Daniel Goleman wrote, "Leaders with empathy, do more than sympathize with people around them: they use their knowledge to improve their companies in subtle, but important ways." This doesn't mean that they agree with everyone's view or try to please everybody. Rather, they "thoughtfully consider employees' feelings – along with other factors – in the process of making intelligent decisions."

Empathy, then, is an ability that is well-worth cultivating. It's a soft, sometimes abstract tool in a leader's toolkit that can lead to hard, tangible results. But where does empathy come from? Is it a process of thinking or of emotion? From a scientific perspective as explained above, I believe that it is both: We need to use our reasoning ability to understand another person's thoughts, feelings, reactions, concerns, motives; This means truly making an effort to stop and think for a moment about the other person's perspective in order to begin to understand where they are coming from: And then we need the emotional capacity to care for that person's concern; Caring does not mean that we would always agree with the person, that we would change our position, but it does mean that we would be in tune with what that person is going through, so that we can respond in a manner that acknowledges their thoughts, feelings or concerns.

When candor is communicated with empathy and caring and not the prideful arrogance of an over inflated ego good things begin to happen. Empathetic communicators display a level of authenticity and transparency that is not present with those who choose to communicate behind the carefully crafted facade propped-up by a very fragile ego. Understanding this communication principle is what helps turn anger into respect and doubt into trust.

So this leads me to a question that I am sometimes asked: "Can you teach someone to be empathetic?" We all know some people who are naturally and consistently empathetic – these are the people who can easily forge positive connections with others. They are people who use empathy to engender trust and build bonds; they are catalysts who are able to create positive communities for the greater good. But even if empathy does not come naturally to some of us, I firmly believe that we can develop this capacity.

Here are a few practical tips you might consider to help you do this:

Smile at people.

Use people's name. Also remember the names of people's spouse and children so that you can refer to them by name.

Take a personal interest in people. Show people that you care, and genuine curiosity about their lives. Ask questions about their hobbies, their challenges, their families, their aspirations.

Listen – truly listen to people. Listen with your ears, eyes and heart. Pay attention to others' body language, to their tone of voice, to the hidden emotions behind what they are saying to you, and to the context.

Don't interrupt people. Don't dismiss their concerns offhand. Don't rush to give advice. Don't change the subject. Allow people their moment.

Be fully present when you are with people. Don't check your email, look at your watch or take phone calls when a direct report drops into your office to talk to you. Put yourself in their shoes. How would you feel if your boss did that to you?

Tune in to non-verbal communication. This is the way that people often communicate what they think or feel, even when their verbal communication says something quite different.

Practice the "93% rule". When communicating about feelings and attitudes,  words – the things we say – account for only 7% of the total message that people receive. The other 93% of the message that we communicate when we speak is contained in our tone of voice and body language. It's important, then, to spend some time to understand how we come across when we communicate with others about our feelings and attitudes.

Encourage people, particularly the quiet ones, when they speak up in meetings. A simple thing like an attentive nod can boost people's confidence.

Give genuine recognition and praise. Pay attention to what people are doing and catch them doing the right things. When you give praise, spend a little effort to make your genuine words memorable: "You are an asset to this team because... "; "This was pure genius"; "I would have missed this if you hadn't picked it up."

Empathy is an emotional and thinking muscle that becomes stronger the more we use it. Try some of these suggestions and watch the reactions of those you work with. I believe you will notice some positive results.

Years ago, I had come across a saying that went something like this: the measure of a man [or woman], is how they treat someone who is of absolutely no use to them. Empathy should not be selective: It should be a daily habit. If I were to create a bumper sticker, I would say: Empathy: Don't Leave Home Without It!

When you “feel into” another person, you are using a part of your brain not typically used in business. There are three levels of your brain and each perceives differently. The lower level reptile brain, which is seldom used in business today, perceives thru subtle, instinctive vibes. To feel into another person, project your awareness to the other person, envision moving down in your brain toward your instinctive senses, and notice the way your body feels.

This is where knowledge of how your own emotions feel in your body really pays off, because you will feel the other people’s emotions the same way you feel your own. When the other person is feeling empowered and confident, you may feel energy rising in your body, perhaps warmness around your chest. If, on the other hand, you feel your energy drop or tighten, the other person is likely tense, worried, feeling overwhelmed, or holding something back. You can feel the steady waves of harmonious people and the adrenaline of people who are afraid or operating from their ego.

This technique works in person, by phone or even email, as long as you feel a connection to the other person and can project your awareness to them. While you are learning this technique it’s important to keep in mind to always verify with the person that you have accurately detected what they are feeling.