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What is Motivation?

There are various theories on motivation, the most notable being:

Of these, the ERG theory ( the revision of Maslow's hierarchy of needs) most closely reflects the experience and views at Tallowin and has similarities to our own Motivational Model shortly to be published

These theories have essentially been developed to address employee relationships and the motivation of staff. However, in business employees are not the only group relationship where motivation is an issue. Other prime examples are Customers (motivating them to purchase products or services) and Suppliers (motivating them to provide a good deal).

Whilst most of these theories tend to be clinical and linear in their approach the important elements to remember in Motivation the prime drivers are the emotional issues. Primarily those most closely associated with Leadership and Marketing principles - Purpose, Understanding and Relationships. Motivation is also very much contextually based and, in an essentially fear based society, before any change can occur a basis of trust has to be established to enable the motivatee to move out of their comfort zone within the applicable context.

These issues are expanded below identifying, where applicable, the difference between Employee (Individual) and Customer (Market Channel) motivation.

Purpose

Employee:
"Making a Difference" or "Making our Mark" - No one likes to be considered just a number. We wish to be considered as individuals. Individuals with something to offer, something to contribute to society. Something to satisfy the "Feel Good Factor". We are stimulated by a definite purpose- the higher the purpose within the context of our environment and beliefs - the greater the motivational stimulus.

Customer:
Many businesses make the mistake of promoting their products as they see them (looking out from their business AT the customer) rather than understanding and promoting the benefits of the product to the customer from the customer's perspective (standing in the customers shoes and looking in at the business and its products/services). Customers are looking for something which will "Make a Difference" in their lives and stimulate the "Feel Good Factor". This must be addressed in the products/services offered by the business.

General:
It is important here to use a key Leadership tool - Expanding Perspective. Removing the blinkers of local focus and looking at the larger issues - the Next Level.

Understanding

Employee:
One of the most effective motivators in an employment situation is demonstrating a willingness to listen to the employees. Not only in listening to and understanding their views and situation, but also listening to and utilising their experience on the job. After all, if they are doing a job day in day out, they become the expert and the management is failing if they are not tapping into that experience. In particular the use of Active Listening and Constructive Feedback help re-align their Purpose-Needs compass. This helps them feel they are Making a Difference.

Customer:
Understanding the Customer is one of the prime objectives of Marketing. The use of Profiling techniques is an effective method of understand the customer base and separating them, according to motivator profiles, into different market channels. This then enables the application of different motivational techniques according to their respective profiles.

General:
Understanding builds relationships - Getting people on board and taking them with you. Feeling heard helps stimulate the Feel Good factor.

Relationships

Employee:
Without relationships we have no context within which to "Make a Difference" and experience the "Feel Good Factor". Relationships can be between individuals, groups, within groups and even with things (e.g. computers, cars, generally anything which can be allocated a personality). The dynamics within the relationship are also important. We live very much in a tribal society, each belonging to a number of different tribes, each representing different peer groups and subsequently differing motivational contexts. Much of our motivation is aimed at, and affected by, our status within these peer groups and the development of our relationships within each of these contexts.

Customer:
It is a well established fact in Sales that the cost of obtaining new clients is high and the most effective way of generating new sales is from existing customers. Building long term customer relationships is the most effective way of business development. Utilising Permission Marketing to expand on the trust engendered within the relationship.

General:
The key phrase in relationships is Synergy. Developing relationships which benefit all parties, i.e. win/win situations, engendering a environment of mutual trust and respect.

Our Motivational Services

Tallowin provide the following services:

Contact us to discuss in more detail how Tallowin can assist your motivational strategy.