Motivation Beyond Money: What Really Drives People to Perform

It’s easy to assume that better pay, bonuses, or perks will drive better performance.

And yes, fair compensation matters. But ask any committed, high-performing employee why they stay, grow, or go the extra mile, and the answer often goes deeper.

People are motivated by more than money.

Career Anchors

In Getting to the Heart of Performance Management, I explore what truly drives performance, and one of the most powerful ideas is that of career anchors. Developed by Edgar Schein, career anchors reflect a person’s core values and sense of identity at work. They shape what people seek in a role, autonomy, stability, purpose, growth, challenge, or service.

When leaders understand these anchors, they stop guessing what motivates their team. They start managing people as individuals, not just roles.

• An employee anchored in technical expertise may be energized by mastery, learning, and solving complex problems.

• One driven by service or purpose may thrive when their work has meaning or contributes to others.

• Another with an entrepreneurial anchor may crave autonomy, ownership, and freedom to innovate.

This is where many performance conversations fall short. We talk about tasks and targets, but we forget to ask:

What matters most to you in your career? What kind of work gives you energy? What would you like more or less of in your role?

Tapping into intrinsic motivation isn’t about giving more, it’s about aligning better. When we connect work to what drives the individual, performance becomes self-fueled.

As leaders, our job isn’t just to evaluate effort. It’s to understand what makes people tick, and to create the space for them to bring their best.

So, the next time you talk performance, don’t just ask what someone wants to achieve. Ask why it matters to them.

Because when people are connected to what drives them, they don’t need to be pushed, they’ll lead themselves forward.

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For more insights on performance management conversations, check out our blogs.

Learn more about our Performance Management Conversations workshop and training for managers here.