Page 68 - YOU CAN WIN - SHIV KHERA

RokZRooM Special ! You Can Win by Shiv Khera

Fear Motivation

The advantages of fear motivation are:

♦ It gets the job done quickly.
♦ It is instantaneous.
♦ It prevents loss, by meeting deadlines.
♦ In the short run the person's performance may improve.

Performance Goes Up

It is not uncommon to see the prey outsmarting the predator, because one is running for
its food and the other for its life.
We learn from history that the pyramids were built by slaves. They had to be constantly
watched and reprimanded for nonperformance. The disadvantages of fear motivation are:

♦ It is external, which means the motivation is there while the motivator is there. When
the motivator goes, the motivation also goes.
♦ It causes stress. Performance is limited to compliance.
♦ In the long run, performance goes down. It destroys creativity.
♦ They get used to the stick and then need a bigger stick.

A customer asked an employee, "When did you start working here?" He replied, "Ever
since they threatened to fire me."

Incentive Motivation

External motivation can also take the form of incentives, bonuses, commission,
recognition, etc.
What are the advantages of incentive motivation? The major advantage is that it can
work very well as long as the incentive is strong enough. Think of a donkey with a carrot
dangling in front and with a cart behind. Incentive motivation will only work if the donkey
is hungry enough, the carrot is sweet enough and the load is light enough. From time to
time, you have to let the donkey take a bite of the carrot; otherwise it is going to get
discouraged. After the donkey takes a bite, its stomach is full, and you need to wait for
the donkey to get hungry again before it will pull the cart. This is typically seen in our
business environment. The moment salespeople meet their quota, they stop working.
This is because their motivation is limited to meeting their quota. That is external, not
internal.

WE ARE ALL MOTIVATE EITHER POSITIVELY OR NEGATIVELY

When I was in Toronto, I heard a story of two brothers. One was a drug addict and a
drunk

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