Why we need to rethink what makes us tick

I spend a lot of time talking to salespeople and recruiters. One of the things I’m always keen to understand is what makes them tick.

The vast majority of people I ask, describe money (see commerce below) as being their key reason for working in sales or recruitment. The reality is often not the case and it’s much more complicated. Although we all have the same needs – to get along, to get ahead, and find meaning; we don’t want them in the same way. There are multiple ways to fulfil our needs, though often we’re only given a couple of choices (money or social good). 

Socio-analytical model of Values, Interests and Motives (The Talent Delusion, Tomas Chamorro-Premuzic)

All of these 10 values are found in each person, though each person may score differently in each (high, low or average). High scores mean a person will experience a strong drive to fulfil that value, and on the other hand will feel frustrated and demotivated when their occupation does not allow that motivation to be fulfilled. 

This finding is really important, because employees who are in work which allows them to fulfil their values perform significantly better than those who don’t.  

If a person scores highly on commerce value then that is a good indicator of being alignment to sales or recruitment, but there are many other values which we need to consider to ensure that the employee and the job at hand are in accordance.  If people are generally clear about what they want (and need) from work, why do so many of us make the wrong decision when choosing a job, particularly when we do have other choices? My guess is that we don't really understand what makes us tick.

Is commerce a significant motivating factor for sales and recruitment professionals? Absolutely it is, and for some the primary thing that is important, But, that alone may not be enough to keep the majority of people fulfilled, performing well and happy, for a long time. Without learning more about our own unique values and interests we miss a huge opportunity. Greater alignment means greater chance of fulfilment for the individual, and greater output for the business, so a win-win for both parties.

Before joining an organisation you need to be clear and honest with yourself about what your values are. And, do your very best to understand whether the industry, organisation and the people you work with are aligned. Optimizing your job to match your abilities and interests will likely improve how you feel and perform.