Acquire – Behavior Matters!

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4-Drive Summary

4-Drives I found this summary of Lawrence and Nohria’s “Drive” and thought that it was a nice summation of the book.   Josh Kaufmann does a nice job of laying out the key insights to the theory and some good ideas on how to apply the theory into the real business world.  I really like the final comment by Kaufmann regarding adding a drive around “feel.”  It is an interesting concept that I’m going to explore in more detail.

Click through to link to read more…

http://personalmba.com/driven/

Let me know what you think – leave a comment!

Remember – you can always follow me on Twitter @WhatMotivates

How using a 9-iron isn’t the answer to a 540 yard par 5 – just like incentives aren’t the only answer to employee motivation

The Approach

A few weeks ago a number of factors all convened so that I spent 5 days playing 99 holes of golf (see here).  It was fun, but I’m ok if I don’t hold a golf club in my hands for a little while.

Let’s preface by stating that I’m not an avid golfer nor am I a very good golfer.  I’m average.  I usually get out 3 to 4 times a year.  I can talk the talk, I do some things well, and others not so well.  One of the things that I was doing well during those five days was hitting my 9-iron.

And I was hitting it well.

On a pretty consistent basis I was hitting the ball between 140 and 170 yards with my 9-iron – and they were mostly straight (which is a big deal for me).  And once* I put one out there about 185 yards (*it was downhill and the wind was behind me).  Put this in perspective, according to Brent Kelly at About.com the average men’s 9-iron distance is between 95 and 135 yards.  You would need to move up to a 5-iron to reach the average distance I was getting with my nine.

Of course I was hitting most of my other clubs poorly.  I’d top my driver and it would bounce out 30 yards.  I’d slice my 3-iron into the trees.  I’d hit my five iron, but it would fade left and only go about 100 yards.  I’d totally duff my 3-wood.

So what did I do?

I ended up just playing with my 9-iron and putter.  Honestly.  It didn’t matter if it was a par 3 140 yard hole or if it was a monster 540 par 5 – I’d pull out my 9-iron and shoot.

And you know what…I played better than I usually do.  We used many of my shots in the scramble competition.  I won my head to head match.  Overall, I did pretty well using just my 9-iron.

Therein lies the problem…

I did pretty well for me – but I definitely wasn’t one of the top golfers playing.  Sure I did better than I usually do, but I know that using my 9-iron on a long par 5 is not the optimum solution.  Yes it improved my game – but I wasn’t going to be able to match the top golfers I was playing with if I only used two clubs.

I often see companies that use incentives like I use my 9-iron.  It becomes the only club in their bag.

Therein lies the problem. 

We find that we have some success with an incentive program/reward program/new initiative and we think, “hey, we’re doing pretty good here.”  Then we use the same thing again and again – regardless of the issue we are trying to address.  The problem is that using that approach, we will never be at the top of our game.  We will never be able to fully motivate and engage our employees.  We will get to the equivalent  of a 540 yard hole, which requires a creative new approach – and we pull out the “9-iron incentive” instead because, hey, “I can hit it 170 yards.”  But that probably won’t ever get you a par.  And it certainly won’t get you an eagle.

There are a number of clubs that we have to use to help drive motivation.  We need to engage people with challenging jobs, build great interpersonal connections, create a culture that people are proud of, make sure that people have opportunities to grow and excel.    But these are all harder to master, take longer to build, and have a higher probability of a major slice or hook – so we too often just fall back on the old faithful 9-iron incentive plan.

The Driving Range

So I need to go out to the driving range and start working on my other clubs – maybe starting with the 8-iron and moving down the line**.  That is the only way that I will ever improve my game and become a “good” golfer. 

The only way a company will ever become really good at motivating its employees is to start developing their skills with other methods of engagement besides incentives.

We can look at the 4-Drive Model of Employee Motivation and know that we have to engage people in bonding, learning and defending as well as in acquiring.

Get out on the proverbial driving range and see what works for you.  Add a little more job rotation.  Change the goal setting system.  Maybe some more team building.  How about a more open and communicative culture.  It takes practice.  It takes time.  There will be a few shots that go in the water…but in the end, its what is required to become a scratch golfer or a great company!

(**Of course, I think I’ll take a few more weeks off from golf to fully recover…I mean 99 holes in 5 days is a lot!)

Let us know what your favorite club is – leave a comment!

Repost: We are NOT rational beings so why do we try to make rational incentive programs?

Take the blndfolds offTake off our rational blindfolds…

Dan Airely, Richard Thaley, Cass Sunstein, Daniel Kahneman, Ran Kivitz, and many more psychology and behavioral economics  researchers have shown that while we like to think of ourselves as rational, thinking human beings who are out to optimize our well being, we aren’t.

In fact, we are very far from it.

Sharon Begley at Newsweek wrote this interesting blog “The Limits of Reason” in it, she states, “But as psychologists have been documenting since the 1960s, humans are really, really bad at reasoning. It’s not just that we follow our emotions so often, in contexts from voting to ethics. No, even when we intend to deploy the full force of our rational faculties, we are often as ineffectual as eunuchs at an orgy.”

We see this all the time.  I wrote about it in my earlier post from today “5 Lessons from the Maze.”  We tend to act and behave in very non-rational ways.  There are lots of irrational types of behavior and thinking and lots of theory’s about them (i.e., Loss Aversion, Status Quo Bias, Gambler’s Fallacy, Hedonistic Bias, Anchoring, Reciprocity, Inequity Aversion, etc…).

Here is what is interesting – we tend to still design our incentive programs and our motivational strategies based on believing that people act in a rational manner. We create programs that have 10 different ways to earn, with multipliers, qualifiers, and ratchet effects.  We create programs with multiple components and factors that we think will drive specific behaviors and elicit particular performance results.  We believe we know what people want and use only extrinsic rewards to drive our results.

Ouch!

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A New Motivational Model Using the 4-Drives: Upcoming in 2011

Ok, this is a little bit of a teaser…we are in the process of doing a major overhaul of how we look at the 4-Drive Model.  We’ve talked about the need to update this model before (see here and here).  We are underway in getting that developed and should be launching it the first quarter of 2011.

Here is a sneak peak…the four main motivations as we’ve defined them are now renamed and constitute different elements:

1.  Personal Motivation- focus on the intrinsic motivators that we have and encompasses the Drive to Challenge & Comprehend

2. Reward Motivation- focus is on the extrinsic motivators that we have and encompasses the Drive to Acquire & Achieve

3. Social Motivation- focus is on the social drives that motivate us and includes the Drive to Bond & Belong

4. Passion Motivation (this name is still being hotly debated – but for now its what we are running with)… – focus is on the motivational element of purpose and passion – including defending one’s honor and tribe

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Rethinking the 4-Drive Model of Employee Motivation

I have been touting the 4-Drive Model of Employee Motivation since I first read the 2008 Harvard Business Review article “Employee Motivation: A Powerful New Model” by  Nohria, , Groysberg, and Lee.   It is a powerful theory on human motivation in general, and in particular, employee motivation.  First presented in the 2002 book, “Driven: How Human Nature Shapes Our Choices” by Lawrence and Nohria, the model outlines four main drives of motivation.

At the Lantern Group, we’ve been working with this model for almost three years now.  We’ve posted on it several times in this blog (see 4-Drive Model here, Impact on Leaders here, and other info here, here, here, here and here for just a few examples).

It’s  good – but not perfect.

Right away we realized that it needed to be tweaked.

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Teams – Part of the Motivation Equation

Team building

Team Building Fun!

We know teams

We do a lot of work helping improve how teams operate.  Some of it is straight old fun team building – you know the type where you go off-site for a day and do different types of games and activities (note – some people love these types of programs and others detest them with a passion).   Other programs we do are much more intense and involve really working on specific team issues and developing action plans for greater collaboration, communication, or productivity.

We’ve worked with big teams.  We’ve worked with small teams.  We’ve done programs for executives and for line-workers.  We’ve worked with teams that are working well and just want to get to that next level and teams that really are on their last leg and need immediate urgent care or they will implode.

We have done one hour fun sessions.  We’ve created on-going programs that last months and require intensive work by the participants.

Regardless of the type of team development we are doing – it is also part of building a more motivational organization.

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Passion or Lunancy – You Decide?

I was in South Dakota last week on a family vacation.  First off, I forget how beautiful South Dakota is and all that it has to offer.  Secondly, there are some really, really humongous carvings there…

Mount Rushmore

The original idea for Mount Rushmore is credited to South Dakota historian Doane Robinson who thought that it would increase tourism (he was a pretty insightful man).  His idea was to carve local famous people into some of the granite mountains of the Black Hills.  In 1924, after working on Stone Mountain, GA, sculptor Gutzon Borglum was brought in to carve the mountain.

Mt. Rushmore

Borglum expanded on the original idea and wanted it to be a National monument that focused on our presidents.  He insisted that his life’s work would not be spent immortalizing regional heroes but insisted that the work demanded a subject national in nature and timeless in its relevance to history.

Borglum started work on Mt. Rushmore in 1927 at the age of 60.  He worked the rest of his life on the mountain.

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Unmotivated and staying that way

Are there certain people who just can’t be motivated?  Are there Wally’s who render the motivation fairy powerless?  While I would like to believe that isn’t the case, I have to wonder…

Motivation is Personal

One of the core beliefs that I have is that motivation is very personal.  People are individuals with different motivational triggers and drives.  While there are basic underlying motivational drives (see 4-Drive Model), those drives impact each of us differently and create a unique motivational profile.

This implies that if one can understand that motivational profile of a person, one should be able to understand what to do to motivate them…right?

That is the implication…however I believe reality is a little different.

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Sales Motivation using the 4-Drive Model

Salespeople who are engaged in their roles, who are motivated to succeed, and who’s goals are aligned with the organizational goals have been shown to have a significant impact on helping an organization succeed (Badovick, Hadaway, & Kaminski, 1992). Successful organizations understand this and try to keep their sales employees motivated and engaged through a variety of motivational methods – mostly involving extrinsic rewards.

While much has been much written about how extrinsic rewards may have a detrimental effect of on a sales person’s intrinsic motivation (Deci & Ryan, Kohn, or Pink – note: there is also a lot of research on how this extrinsic/intrinsic effect can be mitigated) there is little disagreement on the short-term impact that extrinsic rewards can have on a company’s performance . The short-term benefit of extrinsic rewards assures us that these rewards will be used in businesses no matter what Dan Pink has to say on the topic.   However, this does not mean that these types of programs can’t be improved.

Successful organizations and leaders of the future not only need to focus on the optimization of extrinsic reward programs but also on moving other levers within the organization that can drive sales motivation.  Using the Four-Drive Model of Employee Motivation (Lawrence and Nohria, 2002) provides a clear framework for how to do this.

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4-Drives: A simple story about how one manager got motivation right!

This was our most viewed slideshare presentation with over 14,000 views – I’ve now turned it into a 4-minute youtube video….with music and everything.  Hope you enjoy and please forward on to anyone you think would benefit from watching.

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