Recognition Motivation
Sales Strengths
Ms. Amiable has a high need to be noticed by others, especially when this recognition brings elevated social status or prestige. In sales, this need is expressed by her social impulsiveness and need for many casual relationships. She enjoys meeting new people and thrives on the social feedback she receives by being the center of attention. She has a need to be outstanding in whatever she does. Her car, home, dress, and other forms of presentation are typically fashionable and colorful. This desire to be noticed by others can express itself as a need to achieve, excel, or compete.
Selection Concerns
Needs (like this Need for Recognition) result in productivity only when the job description consistently satisfies that need. If Ms. Amiable's manager is unable to provide her with consistent, positive recognition and feedback, her motivation will be adversely affected. Is her immediate supervisor ready, willing, and able to provide her with recognition for a job well done? Will her company and industry provide awards and public recognition for her exceptional effort? Will she be able to compete against other sales personnel for recognition? Will she be asked to work alone where social interaction is minimal and status or prestige fails to meet her needs? NOTE: If the job requires high drive, and her "E" score is below 60 percent (see previous pages to see if this statement applies to her ), management must rely solely upon this high "R" score to manage her to high levels of productivity.
Selection and Supervisory Recommendations
Since this high Need for Recognition contributes to Ms. Amiable's drive and motivation, it is normally a desirable characteristic for a sales career. However, if the product she is selling does not provide a source of status or prestige, then her manager, company, and industry must fill that void to maintain her motivation. An inability to meet this need could lead to frustration and early termination. For example, if she is moved into a sales management position which does not provide abundant social interaction, competition, status, and prestige, she could lose her motivation and become nonproductive. From a supervisory viewpoint, low productivity or slumps can be reversed by contests or special awards which bring her public recognition. Production boards, newsletters, specially furnished office space, peer competition, or publicity highlighting her success can all be used to increase her productivity. |
