Sales Leadership Conversations

Behavioral Psychologist Ayelet Fishbach on the Science of Motivation

March 31, 2022 Paul Nolan
Sales Leadership Conversations
Behavioral Psychologist Ayelet Fishbach on the Science of Motivation
Show Notes

When I initially read a review of Ayelet Fishbach's new book, "Get It Done: Surprising Lessons from the Science of Motivation," I was skeptical. Does anyone really need another book on motivating others?

However, it doesn't take long after digging into this book to discover that she's presenting research -- both her own and other studies -- in a well-organized, thoughtful manner that unveils useful insights that can be implemented immediately by anyone who manages a team.

In our discussion, Fishbach, who teaches at the University of Chicago Booth School of Business, talks about why goals need to be different than chores; the importance of self-selected goals; how inexperienced and experienced (expert) workers take negative feedback differently; and what she thinks about the increased movement to help others find purpose in their work.

You can start with this interview and her book, but Fishbach offers a treasure trove of other insights about effectively managing others on her website. Poke around a bit and I'm confident you'll be a better manager for it.