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So what is motivation? Motivation is the set of forces that initiates, directs, and makes people persist in their efforts to accomplish a goal.* Initiation of effort is concerned with the choices that people make about how much effort to put forth in their jobs. (“Do I really knock myself out or just do a decent job?”) Direction of effort is concerned with the choices that people make in deciding where to put forth effort in their jobs. (“I should be spending time with my high-dollar accounts instead of learning this new computer system!”) Persistence of effort is concerned with the choices that people make about how long they will put forth effort in their jobs before reducing or eliminating those efforts. (“I’m only halfway through the project, and I’m exhausted. Do I plow through to the end, or just call it quits?”) Initiation, direction, and persistence are at the heart of motivation.Bruce Arians coaches the National Football League’s Arizona Cardinals, while Pete Carroll coaches the NFL’s Seattle Seahawks. Arians, a screamer and a hugger, took the Cardinals to the NFC championship, one game short of the Super Bowl. Cardinals’ defensive back Tyrann Mathieu said, “I’ll mess up on the practice field and he’ll scream and curse at me. Then he’ll find me before meetings start—he’ll g14-1. Leaders versus ManagersIf you’ve ever been in charge, or even just thought about it, chances are you’ve considered questions such as these: Do I have what it takes to lead? What are the most important things leaders do? How can I transform a poorly performing department, division, or company? Do I need to adjust my leadership depending on the situation and the employee? Why doesn’t my leadership inspire people? If you feel overwhelmed at the prospect of being a leader, you’re not alone—millions of leaders in organizations across the world struggle with these fundamental leadership issues on a daily basis.Even the world’s best leaders have doubts. Theo Epstein is president of baseball operations for Major League Baseball’s Chicago Cubs, who, after 108 years since their last championship, rallied from a three games to one deficit against the Cleveland Indians to win game 7 of the 2016 worlds series in extra innings. In 2017, Fortune magazine named him “the world’s best leader.” On being told of this honor, he said, “Um, I can’t even get my dog to stop peeing in the house. That is ridiculous. The whole thing is patently ridiculous. It’s baseball—a pastime involving a lot of chance. If [Ben] Zobrist’s ball is three inches farther off the line, I’m on the hot seat for a failed five-year plan. And I’m not even the best leader in our organization; our players are.”*

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