The_Essential_Manager_s_Handbook

MOTIVATING OTHERS / 47

SELF-

ACTUALIZATION

NEEDS

The highest level is

to feel that we are

achieving life goals.

At work, this means

being able to exercise

creativity and to

develop and fully

utilize our skills.

ESTEEM NEEDS

Next, we are motivated

by the need for

self-esteem and

esteem from others,

such as recognition

for accomplishments

and promotion.

SOCIAL NEEDS

Once you feel

reasonably secure,

social needs begin

to take over. At work,

this means having

good relationships

with coworkers and

participating in company

social functions.

behavior diminishes, and a person

may begin to be motivated to gain

the next highest level need.

There are two aspects to what

makes a person perform well: ability

and motivation. Ability is the product

of aptitude, training, and resources,

while motivation is the product of

desire and commitment. All of these

elements are required for high

performance levels. If someone is

not performing well, the first question

you should ask yourself is: “Is this

person’s poor performance the

result of a lack of ability or a lack of

motivation?” Motivational methods can

often be very effective for improving

performance, but if the problem is lack

of ability, no amount of pressure or

encouragement will help. What the

person needs is training, additional

resources, or a different job.

of people are motivated by doing a

meaningful job compared to 25%

who are primarily motivated by money

29 %

US_046-047_Motivating_Others.indd 47 30/05/16 3:00 pm