Enhancing Employees Performance Understanding Values

Enhancing Employees

Performance Understanding

Values/Motivators

Values - Hidden Motivators

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• What motivates employees to sell, manage, service, or connect with

customers the way they do?

• What prompts an employee’s enthusiastic response—a happy customer, a

big sale, a tough problem solved?

• Why do they differ?

Values - Hidden Motivators

• Values are the drivers behind our behavior; what motivates our actions.

Values are principles or standards by which we act. Values are beliefs

held so strongly that they affect the behavior of an individual or an

organization.

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Values - Hidden Motivators

• An individual’s experiences, references, education, and training tell us

WHAT they can do.

• A behavioral assessment will tell us HOW they will do it.

• However, it is not until we know an individual’s values that we will

understand WHY they do what they do.

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Values - Hidden Motivators

• With the knowledge of values, we can encourage employees in a way

that satisfies their inner drive.

• We can determine if their position will be rewarding, based on the

values they hold.

• Think of the advantages in knowing what motivates an employee.

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Motivators-The “WHY”

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Motivators

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• Motivators are:

– Personal Drive

– Motivation

– Engagement

Motivators Defined

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• Motivators are personal drivers or the “WHY” of what we do.

• Our Motivators influence our decision making.

• Motivators are our way of perceiving value, our filters, and biases.

Objectives of Motivators

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1. Identify your motivators (best estimate.)

2. Identify, understand and appreciate people who have different

motivators.

3. Develop a process to communicate with the different motivators.

Key Researchers

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Eduard Spranger 1882-1963

– German psychologist, teacher, philosopher

– Author “Types of Men” detailing six types of people

– Original attitudes: Theoretical, Economic, Aesthetic,

Social, Political, Religious

– Motivators answer the “why” of each person’s

actions…why you do what you do

– Hierarchical, top two coloring other four

– Motivators were predetermined…(rejected by most)

– Did not develop an assessment

Key Researchers

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Gordon W. Allport 1897-1967

– Psychologist, Ph.D. from Harvard University

– Self is striving towards maximum potential

– Motivators are stimulated by environment

and social elements

– Developed the Study of Values (1931)

assessment tool w/ P.E. Vernon & G. Lindzey

– Revised 1951 & 1961 & still in use today

What is a Motivator?

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• What we value positively or judge negatively in life.

• See the world through the window of our motivators, colored by our

top two.

• Motivators impel to action, behaviors (DISC) is how we act.

• Two people with same motivators can have different beliefs &

behaviors, yet still value the same thing in life.

• Less changeable than behaviors.

How Motivators are Formed

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The Six Motivators

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Theoretical

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Rewards those who are motivated by knowledge for knowledge’s

sake, continuing education, and intellectual growth.

Theoretical

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Theoretical

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Job that would satisfy:

-Teacher

-Researcher

-Scientist

Utilitarian

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Rewards those who are motivated by practical accomplishments, results,

and rewards for their investments of time, resources, and energy.

Utilitarian

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Utilitarian

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Job that would satisfy:

-Sales Development

-Business Owner

-Financial Advisor

Aesthetic

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Rewards those who are motivated by balance in their lives, creative

self-expression beauty, and nature.

Aesthetic

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Aesthetic

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Job that would satisfy:

-Environmentalist

-Human Resources

-Interior Decorator

Social

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Rewards those who are motivated by opportunities to be of service

to others and contribute to the progress and well-being of society.

Social

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Social

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Job that would satisfy:

-Nurse

-Non-profit Director

-Therapist

Individualistic

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Rewards those who are motivated by personal recognition, freedom,

and control over their own destiny and others.

Individualistic

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Individualistic

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Job that would satisfy:

-CEO

-Celebrity

-Politician

Traditional

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Rewards those who are motivated by traditions inherent in social

structure, rules, regulations, and principles.

Traditional

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Traditional

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Job that would satisfy:

-Reformer

-CFO

-Law Enforcement

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Participant Exercise

• Joseph is currently

employed as a

librarian and is not

very happy with his

job.

• Explain why that

might be.

• What would you

recommend to

Joseph?