Values: Hidden Motivators
What motivates employees to sell, manage, service or
connect with customers the way they do? What prompts
an employee’s enthusiastic response—a happy customer,
a big sale, a tough problem solved? Why do they differ?
How can you place the right people in the right jobs and
motivate them to achieve more for the organization? The
answers to these questions are all based on values.
Values are the drivers behind our behavior; what motivates
our actions. Abstract concepts in themselves, values
are principles or standards by which we act. Values are
beliefs held so strongly that they affect the behavior of an
individual or an organization.
An individual’s experiences, references, education, and
training tell us WHAT they can do. A behavioral assessment
will tell us HOW they will do it. However, it is not
until we know an individual’s values that we will understand
WHY they do what they do.
With the knowledge of values, we can encourage employees
in a way that satisfies their inner drive. We can
determine if their position will be rewarding, based on
the values they hold. Think of the advantages in knowing
what motivates an employee right from the start, rather
than waiting for time to tell.
The Six Value Categories
The Workplace Motivators report identifies six different
values that motivate an individual to take action.
Theoretical: A passion to discover, systematize and analyze;
a search for knowledge.
Utilitarian: A passion to gain return on investment of
time, resources and money.
Aesthetic: A passion to add balance and harmony in
one’s own life and protect our natural resources.
Social: A passion to eliminate hate and conflict in the
world and to assist others.
Individualistic: A passion to achieve position and to use
that position to influence others.
Traditional: A passion to pursue the higher meaning in
life through a defined system of living.
Report Contents
The Workplace Motivators report is created after the
completion of a 12-question assessment, easily administered
online. Based on the responses, a completely personalized
and unique report is immediately created.
The Workplace Motivators report includes:
• An explanation of the individual in regards to each of
the six categories, covering:
– General Characteristics
– Value to the Organization
– Keys to Managing and Motivating
– Training, Professional Development and
– Learning Insights
– Continuous Quality Improvement
• A Norms and Comparisons section explaining the
strength of each value in relation to the national mean
• A Values Graph and a Values Wheel that provide a
visual representation of results
• A Values Action Plan affirming strengths and encouraging
growth and development
• A Team-Building summary to facilitate sharing your
personal insights with team members
Results & Benefits
Identifying the values of individuals, teams and organizations
reduces conflicts, increases talent retention,
improves efficiency and productivity, and energizes any
group working together toward common goals. The benefits
include reduced turnover, enormous cost savings and
increased satisfaction of stakeholders.
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© 2007 Target Training International, Ltd.