Page 182 - How Great Leaders Build Abundant Organizations That Win

WHAT CHALLENGES INTEREST ME? (PERSONALIZED CONTRIBUTIONS)

want to be paid and to keep their jobs, but what else do they
want that is impacting their behavior? Leaders can find out:

• • What problems are most pressing for this employee (or
group of employees)
• • How the behavior they need from this employee might
help him or her solve those problems
• • What goals or desires this employee holds
• • How the behavior they need might help him or her reach
those goals

A number of years ago, Dave had an M.B.A. student
who met the rigorous criteria for being accepted into a top
M.B.A. program. The student often came late to class, wasn’t
prepared, and did not do well on papers. Dave labeled this
student unmotivated, uncommitted, and unlikely to set and
meet goals. Then one day he learned that this student had
spent the night camping out in the cold to get early tickets
to the school’s football game, painted his body in school col-
ors, and led cheers throughout the game. This individual
was highly motivated and committed; it just took the right
social setting to activate the “engagement gene.” When Dave
worked to help the student better identify with the social
aspects of learning (working in teams, doing presentations,
being involved in class discussions), the student became
more engaged. Individuals have different ways of contribut-
ing to work. Employees may be competent (this student had
high admission scores) and committed (this student chose to
attend the rigorous M.B.A. program) but still need ways to
contribute that work for them (this student had more passion
about the social than intellectual elements of the degree).

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