58 / 100 Ways to Motivate Others distinctly different than wanting to succeed at the job. These are two completely different goals. So we are hazy in the interviewing process, only half-listening, and we mis- take the burning desire to get the job with a burning desire to succeed. It is a completely different and separate thing. The best managers we have ever trained always took more time and trouble in the hiring process than any of their competitors did. Then, once they had hired ambi- tious people, they based their management on the man- agement of those people's personal goals. When sales managers learned to link the activity of cold-calling to the salesperson's most specific personal goals, cold-calling became something much more meaningful. These managers were spending their days managing results, not activities. Their positive reinforcement was