The following discussion was the result of the above headline...

„One aspect of leadership is to motivate your team and partners. This will enable them to go further and at the end they will deliver better results.“ But instead of discussing how to motivate best, the answer was NO!
„Not to motivate them but to enable self motivation is the key to high performance“, was the reply.

That approach is not even the same but a different, more complex one. And it has a lot of benefits and is more stable and effective.

Motivating means in most cases set demanding targets, sometimes working with pressure and promise benefits like higher commission or a better title or better car. But what happens, when the targets are reached or more worse are in the eyes ot the team member or partner not reachable? Or you need to reach a target which is not in the focus of your team members? Then in most cases leaders act with new or higher targets/prizes. Or they make it more complex e.g. inventing sub-targets for the new area which has to be reached. Sometimes this works - but in most cases the team members do not comment on it and do something else. It is a linear, easy concept, which is not a long-lasting one or at least e very expensive one.

Now let´s have a look on the self-motivating concept. Of course targets and motivating aspects are important and used here. But imagine the reaction of a high performer or under performer, how can we drive them to do even more.

The answer is: 1.: learn what will they really drive. What is necessary to self-motivate them to do bring their results. Analyze them and find the points, where they react. E.g. invent an internal challenge, think about what are they proud of and discuss concepts with them to reach more. And have an open ear on their problems and suggestions. You don´t have to agree in anything but to listen carefully and make decisions to enable them.

And 2.: set up an environment that is stable and fair and open minded. Any feedback is important and welcome but within clear rules. Stick with your team, fight for them and be hard and fair. And be courageous to make decisions to ensure this self-motivated environment.

Then you will get back best results. Motivate to self-motivate.