The Customer Confidential Podcast

What Really Motivates People

Simple carrot-and-stick approaches rarely result in the behaviors that companies want from their employees. Daniel Pink, author of Drive: The Surprising Truth About What Motivates Us explains why.

By Rob Markey

November 18, 2016

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MANAGE COOKIE SETTINGS

It’s a question just about every manager wrestles with: How do I get my employees to do what I want them to do? How do I get them to be more empathetic to customers? To take feedback and make meaningful changes?

Obviously, fair pay is essential, but there’s far more to it. After all, motivating people requires tapping into deep emotional needs for autonomy, purpose and affiliation.

I had the good fortune to sit down with Daniel Pink, author of the 2011 best-seller Drive: The Surprising Truth About What Motivates Us. In the book, Dan breaks down the scientific research on motivation and explains why simple carrot-and-stick approaches rarely result in the behaviors that companies want. I cite his work all the time with clients.

You can listen to our conversation on iTunes, Stitcher or through the player above.