The Leader as an Effective Motivator

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Lesson 11

Motivation is the by-product of desire.  Desire and motivation can’t be separated.  They are always at the same level.  Motivation, true motivation, can't be cranked up any higher than the level of desire.  To best understand how desire increases, and motivation along with it, you must know the three levels of motivation.

Level One: COMPLIANCE

The lowest level is compliance.  Compliance is doing something because you were told to, without much motivation or personal desire.  Character is not built at the compliance level. 

·      "Because I said so," is about all of the management ability needed to get somebody to Level One.  Simply order the person around as if s/he can’t think or reason for himself or herself and has no special ability or investment in getting the job done other than to avoid being fired. 

Level Two: GOAL IDENTIFICATION

The next higher level is identification with the goal.  Identification gives the individual a feeling of investment in the goal and produces increased desire and motivation. 

·      To help people reach Level Two, you must clearly and simply communicate the benefits of achieving the goal.  Discuss with them why the job needs to be done and how it is in the best interest for all to do it well.  When there is something to gain, people invest more.  Many a company turnaround has started at this level.

Level Three: COMMITMENT

The highest level of motivation is commitment.  There is no greater motivation than when someone feels the goal is truly their own.

·      To reach Level Three, a person needs to understand why she is uniquely suited for the task.  Show that person how his or her strengths (not yours) can be used to help achieve their part of the goal.  Not only will that person feel there is a personal benefit for a job well done, she or he will also bring a part of himself or herself to the job.

Nobody in your organization will be able to sustain a level of motivation higher than you have as the leader.  These three activities will help you motivate to the next highest level:

·      List each of your team members on the level of motivation you feel they're on.

·      Find out from each team member what his or her personal goals are keeping in mind that if they'll work on personal goals they are more apt to work on company goals.

·      Coach each person, using the individual strengths you now know that each has, to achieve the desired personal or company goal.

“We’re tied by straw and think it’s chain.”