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The revolutionary book that teaches you how to use the cutting edge of human psychology to build high performing workplace cultures.
Too often, great cultures feel like magic. While most leaders believe culture is critical to success, few know how to build one, or sustain it over time.
What if you knew the science behind the magic—a science so predictive and powerful that you could transform your organization? What if you could use cutting edge psychology to unlock people’s innate desire to innovate, experiment, and adapt? In Primed to Perform, Neel Doshi and Lindsay McGregor show you how to do just that. The result: higher sales, more loyal customers, and more passionate employees.
Primed to Perform explains the counter-intuitive science behind great cultures, building on over a century of academic thinking. It shares the simple, highly predictive new measurement tool—the Total Motivation (ToMo) Factor—that enables you to measure the strength of your culture, and track improvements over time. It explores the authors’ original research into how Total Motivation leads to higher performance in iconic companies, from Apple to Starbucks to Southwest Airlines. Most importantly, it teaches you to build great cultures, using a systematic and sustainable approach.
High performing cultures cant be left to chance. Organizations must create systems that shape and maintain them. Whether you’re a five-person team or a startup, a school, a nonprofit or a mega-institution, Primed to Perform shows you how.
- Sales Rank: #27517 in Books
- Published on: 2015-10-06
- Released on: 2015-10-06
- Original language: English
- Number of items: 1
- Dimensions: 9.00" h x 1.17" w x 6.00" l, .0 pounds
- Binding: Hardcover
- 368 pages
Review
“Getting organizational culture right is as difficult as it is critical. Doshi and McGregor provide numerous real-world recommendations for how to do this. They bring to bear years of hands-on experience that will prove invaluable to leaders in all sectors-corporate, non-profit, and public.” (-Joel Klein, CEO Amplify, former Chancellor NYC public schools.)
“A truly revolutionary book, Primed to Perform shares the very important link between a company’s culture and their performance. Eye opening and addicting, this book is on the path of kick starting the culture movement!” (-Tom Doctoroff, CEO Asia Pacific, J. Walter Thompson, author of Twitter is Not a Strategy)
“A winning strategy requires a winning organizational culture to carry it forward. In Primed to Perform former McKinsey consultants Neel Doshi and Lindsay McGregor give us practical guidance and proven practices to effectively transform our organizations through the science of motivation and performance.” (-Jeff DeGraff , The dean of innovation, professor, Ross School of Business, University of Michigan, author of Leading Innovation)
“A fresh, ambitious look at the science and practice of motivation, with big implications for leaders to fuel high-performing, high-energy cultures. Primed to Perform is an excellent companion to Drive.” (-Adam Grant, Wharton professor and New York Times bestselling author of Give and Take)
“A grand tour of the science of culture, filled with awe-inspiring experiments and surprising, real-life case studies. Smart, deeply researched, and incredibly practical, leaders will turn to this book again and again whether they’re building an organization from scratch or transforming an established company.” (-Shawn Achor, happiness researcher and New York Times bestselling author of The Happiness Advantage)
“This book is loaded with fascinating, thought-provoking and actionable advice that could transform a workplace from drudgery to real engagement. Take notes.” (-Patrick Lencioni, president, The Table Group, author of The Five Dysfunctions of a Team and The Advantage)
“Primed to Perform doesn’t just provide tactics for motivating a few superstars; it offers a proven system for motivating an entire workforce. If you want to get your team off yesteryear’s career ladders and onto new learning curves--stretching, growing and contributing at their best--read this book.” (-Liz Wiseman, President, The Wiseman Group, bestselling author of Multipliers and Rookie Smarts)
“Whether you work at a startup or run a global company, build and sustain your own great culture by using Doshi and McGregor’s innovative Total Motivation Factor.” (-Jeremy Eden and Terri Long, Co-CEOs, Harvest Earnings Group and Co-authors of the New York Times bestseller of Low-Hanging Fruit)
From the Back Cover
Why do some workplace cultures inspire energy and innovation, while others fuel anxiety, boredom, or cynicism? Until now, such legendary cultures have seemed like magic beyond our control. However, behind every culture is a surprisingly elegant science.
Primed to Perform proves that the highest-performing cultures are built on a simple truth: why people work affects how well they work. Great organizations inspire the three most powerful motives for work—play, purpose, and potential—and eliminate the three most destructive—emotional pressure, economic pressure, and inertia. They create total motivation (or ToMo, for short). Total motivation cultures create the highest-performing employees and the most adaptive organizations.
Authors Neel Doshi and Lindsay McGregor show that extraordinary performance at companies like Southwest Airlines, Starbucks, Apple, and Whole Foods comes from cultures that inspire total motivation. They describe how investment professionals, salespeople, teachers, and CEOs perform better when driven by total motivation. And, most important, they share how you can build a culture that inspires total motivation in every moment of every day.
Primed to Perform builds on over a century of academic thinking as well as the authors' original research into how ToMo drives performance at iconic companies. It introduces the authors' highly predictive new measurement tool, the total motivation factor, which allows leaders to measure the strength of their culture and understand how it changes over time. It gives leaders the tools to transform their own workplaces.
High-performing cultures can't be left to chance; organizations must create systems that shape and maintain them. Whether you're a five-person team or a start-up, an elementary school or a university, a nonprofit or a mega-institution, Primed to Perform shows you how.
About the Author
Neel Doshi and Lindsay McGregor have a combined twenty years of practical experience transforming cultures at iconic institutions. They are the cofounders of Vega Factor, a company that helps organizations build high performing, adaptive cultures through technology, learning programs, and process design.
Previously, Neel Doshi was a Partner at McKinsey & Company, founding member of a tech startup, and uninspired employee of several mega-institutions.
Lindsay McGregor led projects at McKinsey & Company with Fortune 500 companies as well as school systems and nonprofits.
Lindsay and Neel are married and live in New York City.
Most helpful customer reviews
19 of 19 people found the following review helpful.
Good, but I was hoping for a little more.
By Marko
A good book that at the very least adds incrementally to the literature. Definitely worth reading. The ToMo survey instrument seems fairly well developed and probably useful, as is the 6-dimensional ToMo motivational model. A downside for me is that the book is written in the business genre, with lots of case study type examples. Unfortunately, case study examples may be of dubious value, other than perhaps to motivate enthusiasm in readers. (Lots of business books that make extensive use of case study examples contain claims that have proven to be very wrong over time, so the studies don't prove much.) The book gets better as it progresses, broadly peaking towards the end in Part IV. A good deal of attention is paid to Fundamental Attribution Error (appropriately so, but I would have liked to have seen a bit more complex model such as is used in Attribution Style). Other important cognitive bias issues are inadequately covered (I would suggest Daniel Kahneman's, Thinking Fast and Slow, for an excellent background on that subject). Free riders are discussed a little, but more detail about that issue can be found in Jonathan Haidt's, The Righteous Mind. The tribe, band, hunting party, clique breakdown of groups was new to me, and very thought provoking. Also useful was the frequently overlooked observation that people in many jobs are so busy with tactical work, they have no time available for adaptive development. The Fire Watcher idea is good, but certainly not foolproof. I would also say some of what is covered in this book about adaptive work culture seems closely related to what is known from the Positive Psychology movement. It has been observed by various researchers that there is a tipping point in positivity when the ratio of positive to negative reinforcers is somewhere between 4:1 and 6:1. Above that people can get so positive they may get a little too out of touch with reality and insufficiently risk averse for their own good. Still, perhaps to arrive at a stable adaptive culture it might be necessary to maintain people somewhere above the minimum positivity tipping point, but I don't know if anybody has studied the issue in a business context. Sadly, the book doesn't go into any of that, but maybe the authors' next book will have some more to add.
6 of 6 people found the following review helpful.
Very repetitive and slow-paced
By SJS
There are several good points made in this book. But, I feel as though the authors beat them to death. Over and over and over again with the same point.
If you're new to managing people, or if you're looking for ideas on how to structure, reward, or motivate your team, this is a pretty good book of things to keep in mind. So long as you can get past the repetitiveness.
6 of 7 people found the following review helpful.
No ToMo? Read this book!
By Rebecca H
I read Primed to Perform because I've always viewed company culture as a critical and underutilized tool for unlocking success on many levels. Having worked at many different companies as a consultant, and having also done a stint at one of the companies profiled in the book, I was curious to see what the fuss was about. At the risk of sounding melodramatic, Primed to Perform really brought my understanding of culture to a whole new level - it creates a comprehensive vocabulary and structure around ideas that I think many people (myself included) have intuited on some level, but haven't fleshed out fully.
Doshi and McGregor explain that we can't go looking for "good culture" in foosball tables or free catered lunches (though I'm not one to say no to those either!). Instead, the foundation of good culture exists in the way companies tap into employees' total motivation, or ToMo. ToMo itself is made up of six sources of motivation. The three direct ("good") motives are (1) play, (2) purpose, and (3) potential. The three indirect ("not-so-good") motives are (4) emotional pressure, (5) economic pressure, and (6) inertia. Each motive is explained in detail with relevant and entertaining examples. However, the most fascinating part for me was the data presented. For all you data nerds out there (represent!), company culture may have always seemed firmly planted in the realm of fluffiness. However, Doshi and McGregor present an extensive amount of analysis of ToMo scores for various companies and industries to illustrate that, in fact, companies we think of as having "that secret sauce" when it comes to culture - Apple, Whole Foods, Southwest - consistently have demonstrably higher ToMo scores than their peers.
But, a metric isn't very useful unless you can act on it, and Doshi and McGregor spend a significant portion of Primed to Perform helping readers understand how to apply the principles of ToMo to their own companies in a very tangible way. I'm really hoping this book gains a lot of steam, because I would love to see a world in which companies invest as many resources in culture as they do in any other function, finally understanding that it can have a significant impact on the bottom line too.
In addition to all of the great content, I also wanted to mention that the book itself is an entertaining read. The authors have clearly spent a lot of time collecting relevant and interesting anecdotes, and there are no shortage of examples to support each point they make. I look forward to participating in the broader discussion that I'm sure this book will spark!
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