Grit (23 page)

“Most people think self-oriented and other-oriented motivations are opposite ends of a continuum,” says my colleague and Wharton professor Adam Grant. “Yet, I've consistently found that they're completely independent. You can have neither, and
you can have both.” In other words, you can want to be a top dog and, at the same time, be driven to help others.

Adam's research demonstrates that leaders and employees who keep both personal
and
prosocial interests in mind do better in the long run than those who are 100 percent selfishly motivated.

For instance, Adam once asked municipal firefighters, “Why are you motivated to do your work?” He then tracked their overtime hours over the next two months, expecting firefighters who were more motivated to help others to demonstrate the greatest grit. But many of those who were driven to help others worked
fewer
overtime hours. Why?

A second motivation was missing:
interest in the work itself. Only when they enjoyed the work did the desire to help others result in more effort. In fact, firefighters who expressed prosocial motives (“Because I want to help others through my work”)
and
intrinsic interest in their work (“Because I enjoy it”) averaged more than 50 percent more overtime per week than others.

When Adam asked the same question—“Why are you motivated to do your work?”—of 140 fund-raisers at a call center for a public university, he found nearly identical results. Only the fund-raisers who expressed stronger prosocial motives
and
who found the work intrinsically engaging made more calls and, in turn,
raised more money for the university.

Developmental psychologists David Yeager and Matt Bundick find the same pattern of results in adolescents. For example, in one study, David interviewed
about a hundred adolescents, asking them to tell him, in their own words, what they wanted to be when they grew up, and why.

Some talked about their future in purely self-oriented terms (“I want to be a fashion designer because it's a fun thing to do. . . . What's important . . . is that you really enjoy [your career]”).

Others only mentioned other-oriented motives (“I want to be a doctor. I want to help people out . . .”).

And, finally, some adolescents mentioned both self-
and
other-oriented motives: “If I was a marine biologist, I would push [to] keep
everything clean. . . . I would pick a certain place and go help that place out, like the fish and everything. . . . I've always loved having fish tanks and fish because they get to swim and it's, like, free. It's like flying underwater or something.”

Two years later, young people who'd mentioned
both
self- and other-oriented motives rated their schoolwork as more personally meaningful than classmates who'd named either motive alone.

For many of the grit paragons I've interviewed, the road to a purposeful, interesting passion was unpredictable.

Aurora and Franco Fonte are Australian entrepreneurs whose facilities services company has 2,500 employees and generates more than $130 million in annual revenue.

Twenty-seven years ago, Aurora and Franco were newly married and dead broke. They got the idea to start a restaurant but didn't have enough money to launch one. Instead, they began cleaning shopping malls and small office buildings—not out of any sense of calling, but because it paid the bills.

Soon enough, their career ambitions took a turn. They could see a brighter future in building maintenance than in hospitality. They both worked ferociously hard, putting in eighty-hour weeks, sometimes with their infant children in carriers strapped across their chests, scrubbing the bathroom tiles in their customers' buildings as if they were their own.

Through all the ups and downs—and there were many—Franco told me: “We always persevered. We
didn't give in to obstacles. There was no way were going to let ourselves fail.”

I confessed to Aurora and Franco that it was hard for me to imagine how cleaning bathrooms—or even building a multimillion-dollar corporation that cleans bathrooms—could feel like a calling.

“It's not about the cleaning,” Aurora explained, her voice tightening
with emotion. “It's about building something. It's about our clients and solving their problems. Most of all, it's about the incredible people we employ—they have the biggest souls, and we feel a huge responsibility toward them.”

According to Stanford developmental psychologist Bill Damon, such a beyond-the-self orientation can and should be deliberately cultivated. Now in the fifth decade of his distinguished career, Bill studies how adolescents learn to lead lives that are personally gratifying and, at the same time, beneficial to the larger community. The study of purpose, he says, is his calling.

In Bill's words, purpose is a final answer to the question “
Why? Why
are you doing this?”

What has Bill learned about the origins of purpose?

“In data set after data set,” he told me, “there's a pattern. Everyone has a spark. And that's the very beginning of purpose. That spark is
something you're interested in.”

Next, you need to observe someone who is purposeful. The purposeful role model could be a family member, a historical figure, a political figure. It doesn't really matter who it is, and it doesn't even matter whether that purpose is related to what the child will end up doing. “What matters,” Bill explained, “is that
someone
demonstrates that it's possible to accomplish something on behalf of others.”

In fact, he can't remember a single case in which the development of purpose unfolded without the earlier observation of a purposeful role model. “Ideally,” he said, “the child really gets to see how difficult a life of purpose is—all the frustrations and the obstacles—but also how gratifying, ultimately, it can be.”

What follows is a revelation, as Bill put it. The person discovers a problem in the world that needs solving. This discovery can come
in many ways. Sometimes from
personal loss or adversity. Sometimes from learning about the loss and adversity confronting others.

But seeing that someone needs our help isn't enough, Bill hastened to add. Purpose requires a second revelation: “I
personally
can make a difference.” This conviction, this intention to take action, he says, is why it's so important to have observed a role model enact purpose in their own life. “You have to believe that your efforts will not be in vain.”

Kat Cole is someone who had a role model for purpose-driven grit.

I met Kat when she was the thirty-five-year-old president of the Cinnabon bakery chain. If you listen to her story without reflecting much on it, you might dub it “rags to riches,” but if you lean in and pay attention you'll hear a different theme: “from poverty to purpose.”

Kat grew up in Jacksonville, Florida. Her mother, Jo, worked up the courage to leave Kat's alcoholic father when Kat was nine. Jo worked three jobs to make enough money to support Kat and her two sisters, and yet still found time to be a giver. “She'd be baking for someone, running an errand for someone—she intuitively saw every small opportunity to do something for others. Everyone she got to know, whether they were coworkers or just people in the community,
became family to her.”

Kat emulated both her mother's work ethic and her profound desire to be helpful.

Before we get to Kat's motivation, though, let's consider her unlikely ascent up the corporate ladder. Kat's résumé begins with a stint, at age fifteen, selling clothes at the local mall. At eighteen, she was old enough to waitress. She got a job as a “Hooters girl” and one year later was asked to help open the first Hooters restaurant in Australia. Ditto for Mexico City, the Bahamas, and then Argentina. By twenty-two,
she was running a department of ten. By twenty-six, she was vice president. As a member of the executive team, Kat helped expand the Hooters franchise to more than four hundred sites in twenty-eight countries. When the company was bought by a private equity firm, Kat, at age thirty-two, had such an impressive track record that Cinnabon recruited her to be its president. Under Kat's watch, Cinnabon sales grew faster than they had in more than a decade, and within four years
exceeded one billion dollars.

Now let's consider what makes Kat tick.

One time early in Kat's waitressing days at Hooters, the cooks quit in the middle of their shift. “So,” she told me matter-of-factly, “I went back with the manager and helped cook the food so all the tables got served.”

Why?

“First of all, I was surviving off tips. That's how I paid my bills. If people didn't get their food, they wouldn't pay their check, and they certainly wouldn't leave a tip. Second, I was so curious to see if I could do it. And third, I wanted to be helpful.”

Tips and curiosity are pretty self-oriented motivations, but wanting to be helpful is, quite literally, other-oriented. Here was an example of how a single action—jumping behind the stove to make food for all those waiting customers—benefited the individual
and
the people around her.

The next thing Kat knew, she was training kitchen employees and helping out with the back-office operations. “Then one day, the bartender needed to leave early, and the same thing happened. Another day, the manager quit, and I learned how to run a shift. In the course of six months, I'd worked every job in the building. Not only did I work those jobs, I became the trainer to help teach all those roles to other people.”

Jumping into the breach and being especially helpful wasn't a calculated move to get ahead in the corporation. Nevertheless, that
beyond-the-call-of-duty performance led to an invitation to help open international locations, which led to a corporate executive position, and so on.

Not so coincidentally, it's the sort of thing her mother, Jo, would have done. “
My passion is to help people,” Jo told me. “No matter at business, or away from business, if you need somebody to come over and build something, or help out in some way, I'm that person who wants to be there for you. To me, any success I've had, it's because I love to share. There's no reserve in me—whatever I have, I'm willing to give to you or anyone else.”

Kat attributes her philosophy to her mother, who raised her “to work hard and give back.” And that ethic still guides her today.

“Gradually, I became more and more aware that I was very good at going into new environments and helping people realize they're capable of more than they know. I was discovering that this was my thing. And I started to realize that if I could help people—individuals—do that, then I could help teams. If I could help teams, I could help companies. If I could help companies, I could help brands. If I could help brands, I could help communities and countries.”

Not long ago, Kat posted an essay on her blog, titled “See What's Possible, and Help Others Do the Same.” “When I am around people,” Kat wrote, “my heart and soul radiate with the awareness that I am in the presence of greatness. Maybe greatness unfound, or greatness underdeveloped, but the potential or existence of greatness nevertheless. You never know who will go on to do good or even great things or become the next great influencer in the world—so treat everyone
like they are that person.”

Whatever your age, it's never too early or late to begin cultivating a sense of purpose. I have three recommendations, each borrowed from one of the purpose researchers mentioned in this chapter.

David Yeager recommends
reflecting on how the work you're already doing can make a positive contribution to society
.

In several longitudinal experiments, David Yeager and his colleague Dave Paunesku asked high school students, “How could the world
be a better place?” and then asked them to draw connections to what they were learning in school. In response, one ninth grader wrote, “I would like to get a job as some sort of genetic researcher. I would use this job to help improve the world by possibly engineering crops to produce more food. . . .” Another said, “I think that having an education allows you to understand the world around you. . . . I will not be able to help anyone without first going to school.”

This simple exercise, which took less than a class period to complete, dramatically energized student engagement. Compared to a placebo control exercise, reflecting on purpose led students to double the amount of time they spent studying for an upcoming exam, work harder on tedious math problems when given the option to watch entertaining videos instead, and, in math and science classes, bring home better report card grades.

Amy Wrzesniewski recommends
thinking about how, in small but meaningful ways, you can change your current work to enhance its connection to your core values
.

Amy
calls this idea “job crafting,” and it's an intervention she's been studying with fellow psychologists Jane Dutton, Justin Berg, and Adam Grant. This is not a Pollyanna, every-job-can-be-nirvana idea. It is, simply, the notion that whatever your occupation, you can maneuver within your job description—adding, delegating, and customizing what you do to match your interests and values.

Amy and her collaborators recently tested this idea at Google. Employees working in positions that don't immediately bring the word
purpose
to mind—in sales, marketing, finance, operations, and accounting, for example—were randomly assigned to a job-crafting workshop. They came up with their own ideas for tweaking their daily
routines, each employee making a personalized “map” for what would constitute more meaningful and enjoyable work. Six weeks later, managers and coworkers rated the employees who attended this workshop as significantly happier and more effective.

Finally, Bill Damon recommends
finding inspiration in a purposeful role model
. He'd like you to respond in writing to some of the questions he uses in his interview research, including, “Imagine yourself fifteen years from now. What do you think will be most important to you then?” and “Can you think of someone whose life inspires you to
be a better person? Who? Why?”