Self Motivation & Positive Attitude

Case Study

WHAT DRIVES YOU?

Understanding Internal and External Motivation

You are the final year student in a professional course. In the Placement Week, you have two job offers in hand. Which one would you choose?

Option 1

A leading FMCG firm. Your job title will be Management Trainee – Sales and Marketing. There is a well rounded training programme, well defined job profile and a good mentoring system. You will become Marketing Executive after the completion of Training Programme

Answer __________


Option 2

A start up firm. Your job title will be Marketing Executive. Your job profile will however, be loosely defined and the team structure is also not very clear. However the good thing is that the salary is 30% higher than the other offer.

Answer __________


OPTION 1 – FMCG FIRM

You join as Management Trainee and successfully complete your training to become Marketing Executive. As Marketing Executive you are assigned certain targets. On achieving them you are entitled to attractive incentives. The executive who achieves the targets first will achieve additional incentives and recognition. What will you do?

Option 1: I ill try to meet as many prospects as possible and try to push my products really hard. More conversations will mean higher incentives. Where will that lead you to?

Ans option 1

Option 2: Each client interaction is a learning process and it is always better to build relationships. Therefore, I will try to listen to the prospect and understand what he needs. Then push the right products. Where will that lead you to?

Ans option 2

OPTION 2 – A STARTUP FIRM

You join as Marketing Executive. You are asked to do an assortment of jobs, something not related to marketing. After six months, your start-up faces a funding problem. There are job cuts and a 10% cut in salary. However your job profile gets more defined in the process. You now report directly to the Marketing Head. What will you do?

Option 1: Its time to look for another job. Some senior executives from highly reputed companies are setting up a new business. They are offering a salary that is 155 higher. Thought they are yet to figure out your exact responsibilities, they insist that you join them in two weeks’ time.. Where will that lead you to?

Ans option 1:
Option 2: Stick to the job since your profile has become more defined, and with increased responsibilities, there are greater learning opportunities. Where will that lead you?

Ans option 2:

SOLUTION TO CASE STUDY : WHAT DRIVES YOU?

You are the final year student in a professional course. In the Placement Week, you have two job offers in hand. Which one would you choose?

Option 1

A leading FMCG firm. Your job title will be Management Trainee – Sales and Marketing. There is a well rounded training programme, well defined job profile and a good mentoring system. You will become Marketing Executive after the completion of Training Programme

Ans: Internal Motivating factors such as training programme, well defined job profile and a good mentoring system influence your decision.

Option 2

A start up firm. Your job title will be Marketing Executive. Your job profile will however, be loosely defined and the team structure is also not very clear. However the good thing is that the salary is 30% higher than the other offer.

Ans: Influenced by external motivators such as money, you ignore that the job is not well defined.

OPTION 1 – FMCG FIRM

You join as Management Trainee and successfully complete your training to become Marketing Executive. As Marketing Executive you are assigned certain targets. On achieving them you are entitled to attractive incentives. The executive who achieves the targets first will achieve additional incentives and recognition. What will you do?

Option 1: I ill try to meet as many prospects as possible and try to push my products really hard. More conversations will mean higher incentives. Where will that lead you to?

Ans option 1: You are influenced by external motivators like “incentives.” If in future, the company reduces or completely withdraws the incentive scheme it will affect your performance. Also, after sometime the clients might resist the hard sell. In that case the targets will not be met and the performance will go down.

Option 2: Each client interaction is a learning process and it is always better to build relationships. Therefore, I will try to listen to the prospect and understand what he needs. Then push the right products. Where will that lead you to?

Ans option 2: You are driven by internal motivators. Strong relations with the client will reap great rewards in the long term. Even in the short-run, you will be able to accomplish your targets since you will be selling what the client needs, rather than what you want to sell.

OPTION 2 – A STARTUP FIRM

You join as Marketing Executive. You are asked to do an assortment of jobs, something not related to marketing. After six months, your start-up faces a funding problem. There are job cuts and a 10% cut in salary. However your job profile gets more defined in the process. You now report directly to the Marketing Head. What will you do?

Option 1:

Its time to look for another job. Some senior executives from highly reputed companies are setting up a new business. They are offering a salary that is 155 higher. Thought they are yet to figure out your exact responsibilities, they insist that you join them in two weeks’ time.


Where will that lead you to?

Ans option 1: You are clearly driven out by external motivators. Repeatedly opting for jobs that are not clearly defined (though with monetary gains), will always place you on a weak wicket. Your learning curve will never rise. Moreover, you will never know what the employer is expecting from you and it will be difficult to meet un-defined expectations.

Option 2: Stick to the job since your profile has become more defined, and with increased responsibilities, there are greater learning opportunities. Where will that lead you?

Ans option 2: This time you are motivated by internal motivators. Now is the time to consolidate the position in the company and get some structured learning. Direct reporting to the Marketing head would mean opportunities to learn from his experience. You could also gain valuable insights into his operational and functional style. In effect, your performance could get better. This is good for your career even if the company doesn’t do well in the future.


GREATEST MOTIVATOR

“Which of the following is the greatest motivator?” Wait for their responses. Money, recognition, power—yes, all these things motivate people. But the greatest motivator of all is a person’s belief system. If you believe in what you do, you will have motivation that lasts. People want to believe that they are responsible for their lives.

That they are in charge. Once they believe that, once they accept responsibility for their actions, everything improves–relationships, work and attitudes.

People will do a lot for money, more for a good leader and most for a belief.

IMPORTANCE OF ATTITUDE

Attitude comes from within. Who gets the job? A Harvard University study found that when a person gets a job or a promotion, 85 percent of the time it is because of their attitude, and only 15 percent of the time because of how smart they are and how many facts and figures they know. And yet, surprisingly, almost 100 percent of education dollars go into teaching facts and figures which account for only 10 percent of success in real work. This says a lot. Positive attitude is the key to get ahead personally and professionally.

“Points to remember”

Money does motivate people to work. But being acknowledged and seeing the ideas implemented is far more motivating. You can change everything in your life by changing your attitude. Belief is the greatest motivator of all.





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