Different people are motivated by different things. Some are driven by achievement. Others are motivated by the approval of peers and colleagues. Others find motivation in the desire to get ahead, or the ability to provide for the needs of a family.

To find out the source of motivation of any given person, ask them: “How do you know you’ve done a good job?” Some will say, “I’ve done a good job when the boss is happy”, and these are the types of people who are motivated by the approval of their superiors. Some will say, “I’ve done a good job when I gain the admiration of my colleagues”, and these are the kinds of people who are motivated by the approval of peers and a positive reputation.

Find out if the person is driven by internal or external standards. Internal standards are the ones that the individual has set for himself (I want to do a great job and feel good about myself). External standards are those that can be found outside the individual. When people say, “I want to be effective with my job so I can get that pay raise”, that’s an external standard.