The two principal characters of this hotly debated drama have been intrinsic (one that’s born inside us) and extrinsic (added from the external world) motivation. That force that energizes and guides humans toward specific outcomes. Over endless deliberations and research that have aimed to decode the exact nature and shape of the animal we know as MOTIVATION. Over the years, many supervisors have lost sleep. What wakes us up in the morning: Intrinsic motivation or extrinsic motivation? Worse, what if Peter isn’t an isolated case? What if all the sales team members are actors in a cosmic drama, in a script over which the supervisor has no control? The thought is enough to make most bosses lose sleep. After all, if his carefully planned roster of incentives-arrived at after months of dipstick and brainstorming, and meticulously mapped against achievement levels and performance tiers-has no effect on his biggest rock-star, that is cause for considerable concern. |DOWNLOAD NOW: A GUIDE ON IMPLEMENTING A REWARD AND RECOGNITION PROGRAM |ĭon’t tell this story to Peter’s supervisor, unless you want to confuse the living daylights out of the poor soul. Yes, that’s where Peter gets his real juice. It’s a validation of a personal triumph-a resounding victory over the guys who once made fun of his speech. Today, he is a top performer in his company.Įvery time he wins a prize at an “R&R gala evening,” Peter secretly pumps his fist and ticks an invisible check box in his mind. A successful sales career was a natural progression, where Peter made full use of his new-found “gift of gab” to win over customers. After all, they go back a long way-to the time when Peter’s stammer made him the butt of jokes in high school.ĭetermined to show them his true colors, Peter worked hard at his fault-not only overcoming it but going on to become a delightful speaker who regaled audiences with wit and eloquence onstage. What do you think is the reason? Is it intrinsic motivation or extrinsic motivation, or is some other reason behind this? As his supervisor, you may think it’s the incentive that’s doing the trick.īut Peter’s best friend, who often celebrates these wins over a beer with the rock-star after work hours, knows the real backstory. Peter in sales closes more deals every month than his peers. Written by Manoj Agarwal, Co-founder at Xoxoday Carrot and Schtick: Which Is Best, Intrinsic or Extrinsic Motivation?
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