Leading a high-performing team requires understanding how to motivate individual performers. When you know what motivates your team, you can better lead them to drive results. Even better, you will be able to help them lead themselves.
Let’s start by acknowledging that most people do not know what motivates them. If you ask one of your team members what motivates them, you will probably receive a vague answer (“money”, “family”, “praise”), if any answer. One reason is because they are trying to guess what you think is the right answer. No one wants to give the boss a bad answer. The other reason is because they legitimately do not know.
Few people spend the time to consider what drives them forward each day and what they want from life. They are moving too fast to consider it. Still, it does not hurt to ask. If you really want to know what motivates someone, though, the best way to find out is through observation. Pay attention to their interactions with other people. Notice what types of situations and conversations energize them and what challenges they shy away from or reluctantly accept.
I used to lead a sales team and I found 3 primary motivators among my employees. These 3 motivators extend beyond sales, so I thought I would share them with you, as I have seen them:
1. Motivated by Greed. Some people seem motivated by money–by financial goals. They want to make all the money they can and they will do whatever it takes to have more than the person next to them. Of course, money itself is not the motivator. The motivator is what they believe money brings–status, luxury, a reputation among their peers or family. They want to feel famous in their own world.
2. Motivated by Deed. Some people are motivated by winning. Money is nice but what they really want is to be the best. They enjoy recognition of their ability and they are not only “in it to win it” but they are also driven to perform as role-models. They take intentional, conscious action to learn, and work hard to do whatever they do better than everyone else. They love to see goals in front of them almost as much as they love blowing past those goals. They want to feel proud and accomplished. They are motivated by the action of perfection itself.
3. Motivated by Need. Some people just want to do right by others. They work in alignment with a moral code. They never want to be seen as a slick “car salesman”. They have to fill a need to be in service to others, volunteering for a greater charitable calling to help their church, or the environment, or local charities. Moreover, they need the people they serve to acknowledge their nobility or fortitude. They want to help people and they feel a need to have people know how much they sacrifice. They need to feel good about themselves.
By helping a team member or friend play to their strengths and motivations, I find they compel themselves to excel. Often, this is done by simply framing a conversation to align with their motivational view-point. For example, during a sales contest, I might frame a conversation like this for each motivator:
- Greed: Pat, if we finish number one in this sales contest, you will have an extra $1,000 in your pocket, which will make a nice first payment on that new Lexus you want. Just throwing it out there…
- Deed: Chris, you owe it to yourself to finish at the top. I know you can do it. You know you can do it. You have worked and practiced for this. Now let’s show everyone else why you are the best at what you do.
- Need: Sam, finishing number one in this contest means you could be a hero at the shelter. What a cool gift that would be to donate, and honestly, if Pat wins it, you know that money will not go to a charity. I want to see the look on your face when you write the check. Make me proud.
The important thing, of course, is to be authentic to yourself in these conversations. If you don’t care if Pat gets the Lexus, or Chris leads by example, or Sam gives the money to a charity, then don’t pretend to be on their side. If you are not motivated by them feeling motivated, then they won’t be motivated by you. Use a different tactic.
Either way, it is good to know what energizes the people around you so you can have conversations that energize you both. Whether your thing is Greed, Deed, or Need, knowing the prime motivators will help you succeed.