A-Player halten, ohne nur das Gehalt zu erhöhen

0:00Money attracts talent. Culture keeps talent. And so, hear me out. You need to be able to pay enough that A players will will ride the ride, right? You must be this tall to ride this ride. But whether they'll want to keep riding the ride will depend on how good the ride is. Right? And so, financial incentives are absolutely important for attracting them, but in my opinion, not very important enough for getting the most out of them. The non-financial incentives will become significantly stronger than the financial ones because the financial ones are too infrequent.

0:31So, if we think about how behavior works, behavior is reinforced in the moment. Latency beats intensity every day and twice on Sunday. The reason that that one drug is more addictive than another is purely based on how quickly you feel good after you take it. That is how addiction works. Why are inhalants so addictive? Because you it's immediately in your bloodstream. Why is Facebook or these social media things so addictive? Because the red light happens immediately. It's not because a red light is inherently this crazy thing.

0:58And to be same degree, nicotine is not a super strong drug, but it's immediate. That's why it's so addictive. And so, if we think about addiction as a way of changing behavior, then we think, "How can I get someone addicted to the right behaviors in my business?" And the way that that addiction would happen is you have to have reinforcers within the way the business works that happen in real time. And are any of those financial? No. And so, we have to be this high to ride this ride. You have to have You have to pay well enough that A level people are there, but you still might not get true A level performance unless you have an A culture. And so, when you have a team of A's, they will self-manage and they will continue to reinforce each other for being A's. And if you've ever been on a winning team, it's more fun than being paid well and on a losing team. If you have to ask somebody when they're in the Super Bowl, "How much do you have to pay to try hard to win this game?" No one They would do it for free because winners want to win more than they want to make money.

1:57That's what makes them winners. Money is what will get them in the door but winning is what keeps them there. Real quick, if you are a business owner and you are not growing as fast as you'd like, I'd like to give you a free gift. So, my team and I put together the $100 scaling roadmap which is basically 200 hours of us looking over all the portfolio companies we've had and what stages of growth they went through and more importantly, where they got stuck and how they got past it. And so, we broke it in these 10 stages and we made this little kind of quiz thing where if you put in your business information, it'll tell you where you're at and the most important part for you, what to do for each of functions of the business across product, marketing, sales, customer success, recruiting, IT, human resources, and finance. And so, no matter what you're struggling with, someone else has already struggled with it and solved it. And so, I'd like to give you this thing absolutely free. You can go to acquisition.com/roadmap, plug in your business information, and if you want us to actually help you deconstruct the business and you're trying to scale, we'd love to help you out. On the thank you page, you can book a call with my team and we will look at your business, see if we can help, and if we can, we'll invite you out to Vegas and we'll do this in person live.