When my daugther started to learn how to write words (as opposed to just letters), some of the first things she scratched out were the letters, "Kn I hv a Gnod". I had no idea what it meant when I read it, but I later found out from my wife that my daughter was very intrinsically motivated to write it. It turns out that she wrote it during the holiday season, and the inscription was a question, "Can I have an egg nog?" (a popular holiday drink in the States). Totally remarkable I thought.
Figuring out what motivates someone is probably one of the most important things I have learned in business, but this knowledge is not something that is taught explicitly in any of the schooling I have ever been through. It was never explictly taught in any job I’ve been in before either.
Whether it be designing the sales compensation plan for a sales executive, coaching a subordinate that works for you, determining whether to hire someone, or developing a relationship with a sales prospect that does not know you very well, figuring out what makes other people tick is crucial (not to mention that it is important to reflect on what makes you tick too).