Types Of Motivation

Motivation Types

About Motivation

Inner winners are highly motivated by a desire to perform a task for the simple pleasure and satisfaction of doing it well (intrinsic motivation).  They know that they must personally maintain control of their desire to achieve. 

Outcomes

Personal control is also known as locus (location) of control.  Inner winners have an internal locus of control, meaning that they perceive the outcomes of their behaviors as being caused by their thoughts,
choices, and actions.  People with an external locus of control perceive that all their outcomes are controlled by events outside their minds and bodies (extrinsic motivation).

Types of motivation

Along with intrinsic and extrinsic motivation and locus of control, inner winners draw from a variety of other types of motivation.  A varying degrees, everyone relies on the following five types of motivation:

1.Achievement Motivation,

2.Affiliation Motivation,

3.Attribution Motivation,

4.Aggression Motivation,

5.Approach / Avoidance Motivation.

Through insight, reflection, and feedback, inner winners can determine which combination of these motivations is most effective for them.

Achievement Motivation

This refers to a person’s desire to succeed in a given situation and how willing that person is to take risks to achieve a goal.  Achievement motivation is manifested through commitment, risk taking behavior and persistence.

Affiliation Motivation

This refers to a person’s need to be socially accepted, to be part of a group, and to have friends.  Inner winners know that everyone needs people to help them succeed.  Sales Professionals who win the inner game of selling make sure their affiliation motivation is high, as they are aware of the benefits of having friends, networking and being around people.

Attribution Motivation

This refers to the reasons people assign to the outcomes of their behavior.  These reasons positively or negatively affect the person’s involvement in subsequent achievement oriented situations.  Attributions vary on two primary dimensions.  They are either internal or external meaning you attribute an outcome to your own actions or to something in the environment.  They are also either stable or unstable.  An internal stable attribution is ability, while an internal unstable attributions is effort.  A sales person’s ability is relatively the same for each sales call, which the effort he or she

puts into that call can vary.  Additionally, the outcome of a sales call can be attributed to a difficult task ( the prospect is well entrenched with a competitor), which is a stable external attribute; or it can be attributed to luck, which is an unstable external attribute.

It is recommended that sales people attribute successful performance to internal stable attributes such as ability.  Less than successful performance can be attributed to unstable external attributes.  This attribution pattern prevents sales people from berating themselves, lowering their self esteem, and getting depressed about having to make the next call.

Aggression Motivation

This refers to a person’s need or desire to cause harm to another person or an object while in pursuit of a goal.  Reactive aggression is focused on a person and instrumental aggression is focused toward an object or goal.  Inner winners must temper and control their aggression motivation so that the behavior is perceived as properly assertive and no one gets hurt. 

Approach / Avoidance Motivation

This is a combination of the other four previous types of motivation and it predicts a person’s behavior.  People will either approach a situation r avoid it.  A look at pleasure and pain can provide a clearer picture of this concept.  Most people think that they and others would rather approach pleasure, but the truth is that most people would do anything to avoid pain.  As a result, many sales trainers promote the idea that you must build up the pain first when making a presentation before you provide the solution. 
Inner winners know the tolerance levels and trade offs between their pleasure and pain motivators.