Lesson #28
Manage by the Three Ps—Persistence, Perspiration, and Performance
As a CEO I am fond of saying, “We pay for performance, not perspiration.” I use this curt comment when associates constantly remind me—in sometimes not-so-subtle ways—of how hard they are working.
We all know the type. They're the first ones in the office in the morning but, more times than not, they're also the ones spending extra minutes or hours reading the paper, checking the Internet, or calling their long-lost friends and relatives. These managers have an insatiable need for self-promotion and the bragging rights that come with always being the last one standing, or striving to garner the impression of the hardest-working corporate person. They usually become legends . . . in their own minds, at least.
I respect hard work and know that sometimes one has to just gut it through to get the job done—and that takes long hours. There is a definite correlation between success and persistence, perspiration, and performance. Some of the most successful and productive executives I know are also among the hardest workers. The difference, however, between these people and those who talk about how hard they work is that the doers work smart and can demonstrate the fruits of their perspiration. I'll always bet on the manager who knows when it's time to pull an all-nighter to accomplish the big objective and then take a long weekend to recharge his or her batteries over those who just put in the face time—but ...
