Need To Motivate Your Team?
Dr. Brian Glade—Case Study #435
Dr. Brian Glade’s concern and ultimate request was for assistance in motivating his dental team to better performance. His expectations were for a team that was
By "motivating" his team, Dr. Glade was hoping to increase his monthly production. Dr. Glade tried offering monthly bonuses to motivate his team but it is not that simple! The excitement soon wore off, although his expectation did not.
Dr. Glade's practice statistics:
Monthly net production for 2008—$75,450
From these statistics it is easy to surmise that Dr. Glade's practice has been stagnant for the past 3 years. No significant changes have taken place in the practice, such as additional hygiene days, a change in the number of new patients or a change in the number of days worked. His increased production for 2008 was not a result of his bonus structure but from an insignificant fee increase. If we were to review his office expenses, we would see an increase due to the bonuses; therefore, the actual net gain was less than the previous year.
Motivate Employees to Increase Production
Dr. Glade's final destination was increased production… but he was missing the road map. Motivation had nothing to do with it. His team members arrived at work every morning happy and willing to work hard for him. They wanted to increase production and make more money! So, what was the problem? They didn't know how! Their lack of knowledge was perceived by him as a lack of motivation. Every morning at the meeting, he gave the same speech: "Okay people, we need to increase production today."
Step #1: Provide team members with the tools they need in order to perform their duties. This could include a practice management consultant, a computer software trainer, and a dental supply company trainer for new technology or even a CareCredit representative to demonstrate the best way to communicate the benefits of financing.
Step #2: Establish a goal so they know when they are a "winner." With the appropriate education, the employees understand how to use their tools more effectively and efficiently. Together, they establish goals associated with their respective job descriptions.
Step 3: Recognize and celebrate each team member's victory. This is done every morning at the meeting. Review the previous day's goals for each employee and "congratulate" them on a job well done. Improved statistics repeatedly reveal the truth that employees work for recognition as well as a monetary reward.
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