Tipsheet: Motivation vs. Movement

Motivation vs. Movement

Why do some people have such incredible drive, and others seem
to just bumble along, rarely achieving their professional goals? To answer this
question one need only look at motivation, and how it usually is
"achieved" on the job.

Most people have annual job goals or objectives. As an example,
salespeople have commission plans, bonuses, and other incentives to
"produce". Yet sales managers know that if they double the payout,
they won’t get double the sales: they get movement towards goals, not motivation
to achieve them.

Motivation is an intrinsic personal drive, not a result of
external stimulus. The job of the manager is to recruit these people into the
role whose personal motivation is inline with the movement that the manager
requires. Then when hired, the manager’s role is to both remove impediments to
movement, and coach the employee to develop and improve their skills and

Strong managers know that when they connect with the employee’s
motivational hooks, the employee will do whatever it takes to get the job done.
A contest for sports tickets will mean very little to people who aren’t fans. A
family get-together is not likely to be interesting to singles. And so on.

This week’s action item: This week, move your
colleagues to action by hooking into what intrinsically motivates them. They’ll
do a better job, they’ll do it faster, and they’ll be happier doing it. Bonus
action item: What motivates you? (You’ll be happier – and more effective – if
you share this with your manager.)

Note: The Make It Happen Tipsheet is also available by email. Go to
to register.

Randall Craig

Link to original post

Randall Craig has founded several successful start-ups, held a long-time position at a “big-four” consulting firm, and was an executive at an American public company. He currently serves as the 108 ideaspace CEO and chief strategist. Randall has been advising on digital strategy since 1994: he put the Toronto Star online, the Globe and Mail’s GlobeInvestor/Globefund, several financial institutions, and about 100+ other major organizations.

Leave a Reply