话说加薪是最好的员工激励方式吗

 　　给员工高薪是最好的激励方式吗？当然是。人们期望自己的工作能得到报酬。但是薪酬对于成就卓越企业来说有多重要呢？结果可能并不如你想象的那样重要。

　　Numerous studies have attempted to find a clear link between pay practices and performance, but have largely failed. In Good to Great, Jim Collins said his team 'found no systematic¹ pattern linking executive compensation to the process of going from good to great.'

　　许多研究都试图找到薪酬措施与绩效之间的明确联系，但多数都以失败告终。在《从优秀到卓越》（Good to Great）中，吉姆?科林斯（Jim Collins）称，他的研究小组“发现管理层薪酬与企业从优秀走向卓越的过程没有系统性联系。”

　　There was no indication, for instance, that bonuses or stock options were more widely used by the good-to-great companies. Moreover, Collins found that the executives who lead the good-to-great transition actually received slightly less total cash compensation than their counterparts at comparison companies.

　　例如，没有证据表明从优秀走向卓越的企业对奖金或股票期权的应用更广泛。而且，科林斯还发现，领导企业从优秀走向卓越的管理人员实际得到的现金薪酬总额略低于对照企业中职位相当的人。

　　Pfeffer and Sutton come to a similar conclusion about most efforts to boost performance by creating pay incentives²:

　　普费弗（Pfeffer）和萨顿（Sutton）分析了试图通过提供薪酬激励提高绩效的多数措施，并得出一个类似的结论：

　　' There is, in fact, little evidence that equity³ incentives of any kind, including stock options, enhance organizational performance. One review of more than 220 studies concluded that equity ownership had no consistent effect on financial performance. Another massive study and review of research on executive compensation published by the National Bureau of Economic Research reported that most schemes designed to align⁴ managerial and shareholder⁵ interests failed to do so.'

　　“实际上，几乎没有证据表明任何种类的股权激励──包括股票期权──能够提高组织绩效。一篇对220多项研究的文献综述得出结论，股权对财务绩效没有一致性影响。”另一篇由美国国家经济研究局（National Bureau of Economic Research）发表的关于管理层薪酬研究的大型研究与文献综述称，多数旨在协调管理层利益与股东利益的薪酬方案都失败了。”

　　It's not that people don't respond to financial incentives. They clearly do. When you pay salespeople⁶ commissions based on their sales, for instance, they will always sell more than when you simply pay them a flat salary. The same goes for an individual crafts person who gets paid on a per piece basis.

　　这并不是说人们对财务激励无动于衷。他们显然会对财务激励做出反应。例如，当你根据销售人员的销售额向他们支付提成时，他们的销售额总是比你只付给他们固 定工资时多。同样的道理也适用于按件计酬的单个手工业者。

　　The Journal's Jon Auerbach captured the kind of supercharged environment that pay incentives can create in a profile of a salesman for EMC Corp. named John Chatwin in 1998. At the time, the company paid salespeople about 65% of their total pay in commissions, and put no cap on the commissions they could earn.

　　《华尔街日报》记者奥尔巴克（Jon Auerbach）在一篇报道中通过1998年易安信公司（EMC Corp）中一位叫查特温（John Chatwin）的推销员的经历，揭示了薪酬激励可能带来的激励环境。当时，易安信公司对销售人员支付的薪酬总额中，约65%是提成，而且对销售人员能拿 到的提成不设上限。

　　The story begins with Chatwin, an ex college hockey player, fearing he won't make his sales target for the quarter. To ensure that doesn't happen, he shifts into overdrive, calling clients while ferrying relatives to his son's christening, and breaking away from a family barbecue to contact a customer about a deal. 'I may not be brilliant,' Chatwin told Auerbach, 'but I'm hungry, I'm scrappy.'

　　这个故事就从曾是大学曲棍球队队员的查特温说起，他总担心自己达不到当季的销售目标。为了确保不发生这种情况，他开始拼命工作，在接亲戚参加他儿子的受洗 仪式时还在给客户打电话，还在一次家庭烤肉聚餐时中途离开去和客户谈生意。“我可能并不聪明”，查特温告诉奥尔巴克，“但是我心怀渴望，我斗志旺盛。”

　　The problem, however, is that most jobs today aren't like Chatwin's, where performance depends largely on individual effort and can be easily measured. Today's jobs generally involve team work. Success is less due to an individual's effort, and measurement of individual effort becomes more complex, if not impossible. In these situations, pay for performance can often seem unfair and arbitrary, and the result can demotivate, rather than motivate, employees. Resentment⁷ can fester, and significant time and energy can be wasted by people trying to get personal credit rather than working for team success.

1 systematic   

adj.有系统的，有计划的，有方法的

参考例句：

• The way he works isn't very systematic.他的工作不是很有条理。
• The teacher made a systematic work of teaching.这个教师进行系统的教学工作。

2 incentives   

激励某人做某事的事物( incentive的名词复数 )； 刺激； 诱因； 动机

参考例句：

• tax incentives to encourage savings 鼓励储蓄的税收措施
• Furthermore, subsidies provide incentives only for investments in equipment. 更有甚者，提供津贴仅是为鼓励增添设备的投资。 来自英汉非文学 - 环境法 - 环境法

3 equity   

n.公正，公平，（无固定利息的）股票

参考例句：

• They shared the work of the house with equity.他们公平地分担家务。
• To capture his equity,Murphy must either sell or refinance.要获得资产净值，墨菲必须出售或者重新融资。

4 align   

vt.使成一线，结盟，调节；vi.成一线，结盟

参考例句：

• Align the ruler and the middle of the paper.使尺子与纸张的中部成一条直线。
• There are signs that the prime minister is aligning himself with the liberals.有迹象表明首相正在与自由党人结盟。

5 shareholder   

n.股东，股票持有人

参考例句：

• The account department have prepare a financial statement for the shareholder.财务部为股东准备了一份财务报表。
• A shareholder may transfer his shares in accordance with the law.股东持有的股份可以依法转让。

6 salespeople   

n.售货员，店员；售货员( salesperson的名词复数 )

参考例句：

• The shop usually employs additional salespeople for the Christmas toy trade. 这家商店通常雇一些临时售货员来做圣诞节玩具生意。 来自《现代汉英综合大词典》
• Under our new system, salespeople sit down with each of our dealers. 根据新的制度，销售人员应逐个地同承销商洽商。 来自辞典例句

7 resentment   

n.怨愤，忿恨

参考例句：

• All her feelings of resentment just came pouring out.她一股脑儿倾吐出所有的怨恨。
• She cherished a deep resentment under the rose towards her employer.她暗中对她的雇主怀恨在心。