What I think about when i think about motivation
What motivates me to write today’s post? The feedback I receive. The satisfaction of knowing I contributed to someone's professional journey. Sometimes, it’s as simple as hearing, “That book you recommended was incredibly helpful.”
In my last blog post, I stated, “Motivation isn't static. It's a dynamic interplay between your values, your passions, and the context you're operating in.” Today, I want to take a holistic look at motivation because nothing exists in isolation. Everything is interconnected.
What Is Motivation Anyway?
Psychologists define motivation as the desire or impetus to initiate and sustain a particular behavior. It is the energy that drives you. Understanding the source of that energy is important because it helps you sustain it over time.
If your motivation is solely to reach the top of a mountain, you may miss the beauty of the journey—the breathtaking views, the self-discovery, and the experience as a whole. And once you get there, you may find yourself feeling unfulfilled.
Intrinsic motivation is one of the most powerful forces in sustaining performance. Unlike extrinsic motivators like commissions and bonuses, intrinsic motivation comes from within—it’s about finding meaning, mastery, and a sense of progress in the journey to the top of the mountain.
Let’s go ahead and get started!
Foster Autonomy
Give your team control over their approach—whether it’s their tasks, time, or techniques. When people have the flexibility to navigate their work, they feel more ownership and creativity. Micromanagement kills motivation.
Over the years, many sales, marketing, and even sales engineering professionals have asked me, “What should be my next step?” The easy answer would be to tell them exactly what I would do. And I’ll admit, early in my leadership career, I often did. But now, I’m more interested in how they would approach the situation, how they solve problems, and what I can learn from them.
The key is to exercise caution when you invite ideas. Avoid judgment. When someone shares a solution, don’t criticize or interrupt. Simply listen and ask “why” as many times as necessary to uncover the root of their reasoning. Encourage them to document their steps because small iterations are easier to analyze than scrapping an entire plan. Brainstorm openly. There’s no such thing as a dumb idea (okay, maybe there are, but that’s what brainstorming is for). Put everything on the whiteboard and foster a judgment-free discussion.
Create a Culture of Generosity
Salespeople (yes yes so are other teams :) are often competitive, but teams that share knowledge and support each other outperform those that focus purely on individual wins. A culture of mutual learning leads to greater long-term success.
For years, I worked in hybrid and remote environments, and so did my teams. I made it a habit to encourage team members to schedule calls with each other to discuss deals, pair up for QBR preparations, and document strategies that worked or completely bombed. As the revenue leader, I had the luxury of having access to all deal details, but my team members, working mostly solo, did not. Over time, peer-to-peer check-ins became an organic, natural part of our culture. The moral? Start it, encourage it, follow up on it, and then watch it flourish on its own.
Source: Gamified UK
Recognize Progress, Not Just Outcomes
Instead of celebrating only closed deals, recognize effort, improvement, and key behaviors that lead to success. Progress is a powerful motivator—small wins build momentum.
This point is crucial. Intrinsic motivation is all about the journey and experience. Results matter, but let’s be realistic—to achieve a desired outcome, we move from milestone to milestone. Breaking down our route isn’t just for celebration; it also helps pinpoint where things went right or wrong.
By focusing on purpose, mastery, and autonomy, you create an environment where your team isn’t just chasing commissions—they’re driven by a deeper sense of meaning and growth. That’s how you build a team that’s not only high-performing but also highly engaged.
Encourage Mastery
Sales (Yes yes other domains are too :) is a skill that can always be improved. Offer coaching, training, and opportunities for professional growth. Frame challenges as learning experiences rather than just performance evaluations. When people feel like they’re growing, they stay engaged. Several years ago, my team and I were on our way to a multi-day sales training. One of us was unable to join due to personal commitments. She said, “It is really motivating to see how much emphasis the company places on our development. I am so bummed out that I will miss this. I hope there will be many more opportunities.” I knew she was genuine because we had deep discussions upon returning from that trip, and she attended the follow-up sessions.
Emphasize Purpose
People are more motivated when they see the impact of their work. Share customer success stories and testimonials. Show them how their efforts solve real problems. Make the connection between their contributions and the company’s overall goals clear. Research shows that when employees see how their work helps others, their productivity and persistence increase.
Self-Improvement Recommendations for You, Leader in the Making:
Embrace Vulnerability
It makes you stronger. It takes courage to be vulnerable. Courage is a skill that can be learned. Many fear vulnerability because they equate it with weakness. They end up wearing armors, put on a façade. But courage requires taking risks and diving into challenges. The prerequisite? A culture founded on trust.
Cultivate Patience
When you strive for something, you are rewiring your brain, forging new neural connections (creating new neurons that connect to existing ones). And yes, it’s hard work. Achievements take time. Stay patient. If it were easy, it wouldn’t be called an achievement.
Challenge Self-Limiting Beliefs
How often have you said, “I wish I had done XYZ differently” or “I wish I started when I was x years old”? Maybe you admire someone who ran a marathon and catch yourself thinking, “I could never do that.” Be mindful of your thoughts. They shape your energy, and your attitude, and in return ultimately, your team's perception of you. Instead, focus your energy on thoughts that make each step toward your goals more enjoyable and meaningful.
I end this post with a reminder, The journey matters as much as the destination. Extrinsic motivators are effective when paired with strategies that ignite your team's intrinsic motivation.
Dalai Lama puts it well: “If you are only motivated to make a profit, you will face corruption.” Everything is interdependent. Nothing exists in complete isolation. Motivation does not exist in a vacuum. Motivation is shaped by values, team dynamics, and culture, just as business success depends on more than profit—it thrives on employee well-being, customer satisfaction, ethical practices, and long-term sustainability.
