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Leading & Motivating

May 2011


Motivation is the desire to do. It is an interest or drive to stimulate action.


Homer Rice once said, “You can motivate by fear. And you can motivate by reward. But both of these methods are only temporary. The only lasting thing is self-motivation.”


As a leader, what is your most common form of motivation? Do you use fear? The fear method usually relies on the rules. Do you use the carrot principle? Do you dangle rewards out in front of others and hope that they’ll bite?


There are many tips and techniques out there to enhance these types of motivational styles… or as those being ‘motivated’ tend to refer to them… manipulation styles.


As I’ve mentioned previously, Daniel Pink authored a book last year called “Drive – The Surprising Truth about What Motivates Us“. He discusses different types of motivation that align perfectly with the 3 classes of axiological value that I often discuss.  Those classes of value are, in order of their objective value:



Highest in value



Mid range of value



Lowest in value



Mr. Pink discusses what he calls “Motivation 1.0“. This is the old command and control.  This type of motivation is old school… So old school that it was around before there were schools. Under Motivation 1.0 (systemic motivation), mankind was trying to survive. Systemic deals with either/or… either you survived or you didn’t. The leaders were those who survived. They were the strongest and used their power to command and order the others to work together to survive.


As we formed more complex societies and evolved, so did our motivation. We now needed to cooperate with one another to get the things we needed. At the core of this new and improved form of motivation was a revised and more accurate assumption: “Humans are more than the sum of our biological urges.  Now the first drive to survive still exists, but it didn’t fully account for who we were.” We knew how to survive and it didn’t consume all of our time. We now wanted more (extrinsic stuff) than just survival.


Motivation 2.0 (extrinsic motivation) was born. This second drive became the avoidance of pain and the pursuit of pleasure or reward. Using Motivation 2.0, mankind harnessed the power of the carrot and the stick to create amazing leaps in innovation. “We tend to think that coal and oil have powered economic development. But in some sense the engine of commerce has been fueled equally by carrots and sticks.” (Daniel Pink)


These forms of motivation have served us well. But humankind has grown beyond them. Yet our leadership styles have remained ‘old school’.


In order to take your leadership skills and abilities to the next level, you MUST understand VALUE. Intrinsic Motivation (Pink’s Motivation 3.0) is that next level. I have been teaching this to leaders for the last 5 years with tremendous success.  Here are the keys:


Your followers still want to survive and they still want rewards, but you will also notice that there are other things that are more important and more valuable to them.


1) Autonomy:  This means acting with choice.

  • It’s not about  go-it-alone, maverick-type independence, but about working with others to achieve a common goal and interdependence. 
  • It’s not about being ‘managed’ but being led.
  • It’s not about being ’empowered’ (which is like being allowed to have power), it’s about being self-directed.


2) Mastery: This is about wanting to work to better yourself and your abilities. Have you ever wondered how people can play Farmville or Angry Birds or Dungeons & Dragons for hours and hours on end? What is the purpose of these games?  The simple answer is ‘mastery’. Our brains love to learn and get good at doing things. As you lead others, the challenge should be not too easy nor too difficult. It should be a notch or two beyond their current ability.  (That’s why those games have you learn and grow to the ‘next’ level.)


3) Purpose: Most highly motivated people – not to mention the most productive and most satisfied – hitch their desires and lend their talents to a cause larger than themselves. You need to move your mindset from productivity and profit maximization to ‘purpose maximization’. Humanize the words that you say. When you set the goals for your team members, make sure that they understand how their tasks impact the lives of others. When you focus on purpose, you will find that you not only rouse human hands, but more importantly human hearts.



People who are highly successful at leading others are people with superior relationship-building skills. They understand INTRINSIC MOTIVATION. They are surprisingly open about who they are and those around them know that they can trust them.  It’s not about tips and tricks; to lead well you must learn to be real, genuine and authentic.


These are skills that we teach our clients every day with tremendous results. If you would like to learn to lead better, please contact me. We would love to help you.



I am currently scheduling my speaking engagements for Fall 2010 and all of 2011.


If you, your company or organization is interested in booking me, please use the “Send Us an Email” link at the bottom of this column.


PMI Coastal Bend
(Corpus Christi, TX)

May 24, 2011


PMI Houston Conference & Expo
June 7-9, 2011


UT Dallas Project Management Symposium
August 11-12, 2011


To see Traci’s complete events list, click here.

Grow in Leadership, Influence & Trust


20 PDUs

Register TODAY!

  • Learn to be a better LEADER.
  • Grow your MINDSET.
  • Get MORE from your team.
  • Increase your SELF-CONFIDENCE
  • Lower your STRESS
  • Resolve and prevent CONFLICTS.

The key to your success is already between your ears. You may just need to make tiny shifts in your thinking to achieve much greater results.


You’ll learn to do this and MORE in your GROUP COACHING program.


Sign up TODAY as new classes are starting in June 2011.




Walking your talk is a great way to motivate yourself. No one likes to live a lie. Be honest with yourself, and you will find the motivation to do what you advise others to do.

– Vincent Poscente


Motivation is everything. You can do the work of two people, but you can’t be two people. Instead, you have to inspire the next guy down the line and get him to inspire his people.

– Lee Iacocca


Motivation is the art of getting people to do what you want them to do because they want to do it.

– Dwight D. Eisenhower


Deficiency motivation doesn’t work. It will lead to a life-long pursuit of try to fix me. Learn to appreciate what you have and where and who you are.

– Wayne Dyer

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