“When you look at those four absolutes for success in a role,” I started, “and you hit them all –

• Capability
• Skill (technical knowledge, practiced behavior)
• Interest, passion (value for the work)
• Required behaviors

what happens?”

Sam had to think. “If I can get a match on every one of these, it is going to have a positive impact on performance.”

“Think harder,” I pressed. “What is the impact on you as a manager?”

“I shouldn’t have to spend too much time checking up, to see if the person is still engaged with the work.”

“Think harder. What is the impact on the team member?”

“I would imagine,” Sam said, “the team member will be motivated to do the work, without my coercion.”

“Sam, have you ever heard of being in the zone, being in flow? When you get a match on all four, you set the platform for performance in the zone. This is where motivation lives. You don’t have to hire a motivational speaker. It happens automatically, overnight.”