Motivation AND Ability
When trying to influence distributors to do the vital behaviors that lead to desired results – we must be sure we are addressing BOTH motivation AND ability. So often we focus only on motivation. A tweak to the compensation plan, a new incentive, a new promotion. These tend to be our common tools. We must remember that when people don’t do something we think they should do, it’s always for one of two reason: either they don’t want to or they don’t know how. Motivation or ability or some combination of the two. So, our programs must address both sides of the equation. Let’s not overlook the importance of skills training, structured practice, role playing, and other skill-building activities. We can’t cure ability problems with motivation strategies any more than we can cure motivation problems with ability strategies.
