We typically like to educate ourselves not only by our experiences on the job, but also with a great reading that we like to share amongst each other during our month end meetings. We have mainly focused on books that pertain to our business which is sales, but in this instance I wanted to focus on something that was more motivating rather than educational. This past month I read a book called Motivating Employees written by Anne Bruce and James S. Pepitone.

Essentially, this book focuses on motivation and how it can help you become a more inspirational employee/manager. What does that mean? Getting more done through people. The idea is to better equip yourself to be able to build a highly motivated, higher performing organization. The beginning of the book touches upon the actual definition of motivation and where it comes from. Motivation can either be intrinsic or extrinsic. Intrinsic motivations are those that drive us from within, such as a personal interest, desire or fulfillment. Extrinsic motivations are those which are factors outside of us that influence our internal needs, wants and behaviors. These can by typically described as rewards, promotions and praise.

As a sales representative, I have learned that you have ups and downs throughout your career and the primary goal is to manage some sort of consistency to balance the peeks and valleys. So what are the three most common ways to motivate? One that I believe is most popular today is fear, which usually peaks when the economy is sluggish. In sales, typically commissions outweigh base salaries, so individuals are motivated to work harder to earn a similar compensation when the economy is striving. Also, the fear of being "cut" when organizations are being downsized could be the fuel that lights the