In 2007, Adam Grant, best selling author and management professor, conducted a study on the call center employees of a major university. Much like fundraisers, these individuals call alumni to ask for donations.
To motivate the callers, Grant designed a ‘purpose intervention’.
Grant arranged for one group of call center workers to meet the students who were the recipients of the school’s fundraising efforts. This purpose intervention was short; a five-minute session where the workers were able to ask the student about their studies.
One month after this visit, the callers showed average increases of 142% in weekly time spent on the phone and 171% in money raised.
(Callers in two control groups, who did not meet the students, showed no significant changes in performance.)
When the employees learned about the story of scholarship students, they shifted from cold-calling to changing lives.
Seeing their job as a way to help others added purpose to the work of the callers.
And their persistence and performance improved as a result.
How can you replicate these results? Reconnect with your ‘why’.
Invest time reflecting on the following questions:
-Who do we help? Why?
-How does our work benefit them?
-How can I spend more time in contact with those we help?
By deepening the connection between our work and those we help, we can increase our #purpose, #motivation and #performance.
Photo by Jamie Street on Unsplash