The Power of the 'Who': Motivation through Impact

People are more motivated by a clear answer to 'who?' instead of 'why?'. When thinking of a time they felt engaged and inspired at work, they wouldn't mention their boss reciting the mission statement, but rather a time when they were thanked by a client or co-worker. Let's switch from auditors to student workers at a donation call center. They always have a scripted request for a donation, but people often say no.