Self Concordance Motivation Model for SaaS Demo Performance outlines one way that we can think about our motivation for our goals in changing how we demo, run discovery, and our whole process. As leaders in presales or as contributors, understanding how we set goals, responding to goals set in our organizations, where we derive motivation, and understanding behaviors that accompany goal setting are vitally important to achieving success and fulfillment professionally. A great way to relieve stress that might accompany end of quarter reviews and feedback times, can actually be to action plan goals in advance. Here we are going to address a model explaining motivation and which ways are the most effective for motivating yourself and others. We will be continuing to provide information on this subject for our audience and encourage your feedback!
What’s Your Motive
What are the motivation for your goals? Are goals extrinsic or intrinsic and do they align with personal or team values or interests? How much power do you have over your goals, or are they totally set for you? One of the most important parts of goal motivation is the degree to which you are invested in or align with your goals. We are going to jump into motivation with the Self Concordance Model for winning deals with great demos.
Self Concordance is important in a professional setting because it relates to the control you have over the goals set and includes your relative autonomy. Autonomy is basically your well being at work for these purposes. Self Concordance Model popularized by Sheldon Elliot determines how you align with goals using the relative levels of autonomy on a scale of no autonomy, so motivated purely by outside influences (extrinsically) to pure autonomy or motivated intrinsically. If you are unmotivated by personal autonomy, you lack motivation and intention and your goal setting process is going to reflect that. You will likely notice that if your goals do not align with your values, professional or personal, your motivation will similarly malalign. Conversely, if professional goals align, you make changes, determine outcomes and set process style goals on your own volition. In some of our pieces to follow, we will discuss this in terms of trying to achieve Flow state in goal achieving behaviors and completely intrinsic motivation.
Extrinsic vs Intrinsic Goals
The Self Concordance Model is a layered and spectrumed model. There is motivation that you will experience TODAY and motivation that is focused on an outcome in the future. This is the intrinsic motivation vs extrinsic motivation spectrum in the Self Concordance Model. Intrinsic motivation is the TODAY motivation or motivation behind your daily goal motivated behaviors. There is no shortage of content supporting the idea that small changes make the big change seamless, these are the small change motivations. The intrinsic motivation is the process behind obtaining your larger goals. Extrinsic motivation is the focus of goal directed behaviors and a future outcome. Now we put this together and add the specific types of motivation or for behaviors External, Introjected, Identified, and Intrinsic.
Type of Goal Motivation
External: Pure external motivation is based on rewards, punishment, or pressure. These can be sales goals or performance in a sales or demo or presentation. This would be on the least autonomous end, meaning that you find little reward in the process of these behaviors.
Introjected: Introjected motivation for behaviors are based on fear, rejection, or guilt. In a SaaS sales organization, this would be saving face and is one level up because your self worth is tied into the motivation, making the motivation somewhat autonomous.
Identified: As we move to Identified, motivations are considered self concordant and autonomous. Identified goals relate to your identity or values and identity. When your actions are aligned with your identity, the performance of them (process) is part of the reward.
Intrinsic: Lastly, intrinsic motivation is pure enjoyment in the process. So the behavior itself is the reward. Behaviors and motivations that are intrinsically motivated are also aligned with values but the actions are goal oriented without being goal focused. Intrinsic motivation is also characterized by Flow state.
Self Concordance Motivation Model for SaaS
When we put this all together, you can analyze how self concordant your goals are with your motivation. This model shows us that to really change behaviors, we need to be motivated beyond external factors, we need impact on values or the process to be enjoyable. This is often why we abandon goals. If our motivation is purely external our behaviors are not fully enjoyed and are not aligned with our identity or values, we are unlikely to repeatedly reach goals and experience professional enjoyment. As leaders, taking into account your teams or contributors values we can assign goals based on motivations that we know are more autonomous. If you are looking to learn more about motivation and goal setting, stay tuned and be on the lookout for our new content, Pitch Psych.