You can be a great motivator, but if your super-tech's soul mate is unhappy, there is a strong, counter influence to your efforts when your tech goes home at night. If your techs have to choose between their job and their home life, you will most certainly lose. I have been in that position as an employee and as an employer. If you don't take pre-cautions, your employee retention will most certainly be affected.

So, how do we keep our super-techs in high gear and not fall prey to the family factor? Quite simple really. I am a big believer in monthly contests. They are great for goal setting and enhancing sales. They encourage techs to go the extra mile so you close out your month with a bang. Here's the trick: don't just reward the tech; reward the tech and his partner with family time away from the job. Which prizes do you think have more impact: $100 or dinner for the family in a fine restaurant; $200 or dinner for two with a limousine escort; $500 or a week-end for two, all expenses paid at a local vacation resort? The idea is to get the spousal support and participation. Each monthly contest should bring a new opportunity for the family. Don't just announce the contest at an employee meeting; rather, mail a short note to Mr. and Mrs. Service-Tech explaining the contest rules and the prize. Include a photo if possible. Guess what happens? Mrs. Service-Tech takes an active interest in Mr. Service-Tech's daily sales and that support is priceless to your business.

Step 5: Keep the Plates Spinning

Being a manager is much like the performer who spins plates on wooden sticks. It's your job to watch the plates in your business and when one starts to wobble, give it a helping hand. If one of your people starts to go into a sales slump, find out why. The problem may not be work-related and that really doesn't matter. What does matter is that you demonstrate your concern and are willing to help if possible. Nothing, I repeat, nothing, makes an employee more loyal to your organization than the knowledge that someone is always there for them. If you want your people to be loyal to your organization, you must be loyal to them. Give them every opportunity to be winners. Their success is your success. They won't let you down.