Mike Crandall and I discuss true Motivational Management (Audiobook). None of the ra-ra crap you read about or have to suffer at sales kick-offs when some snake oil salesman tries to get you pumped up and within days you are back to performing like you always have. This is the stuff of champions
Motivation comes from within every person. It is every manager’s job to uncover it, stoke it and direct it to ensure that a salesperson’s personal goals are aligned with their corporate goals in order to get the best out of them AND serve the business.
Both Marcus and Mike have a deep interest in what drives people to behave in the ways that they do and they share an interest in psychological models proposed by Transactional Analysis.
We discuss the difference between internal and external motivation, the impact of culture on motivation, how managers can apply strengths to maximise performance and developing resilience. Mike introduces the BAT model for which Sandler is famous – Behaviour, Attitude, Technique – as a means of balancing a manager’s focus on all the elements that matter to drive peak performance in salespeople.
And we explore how to drive top performance from your channel using the principles Mike wrote about in Motivational Management (Kindle)
Channel sales management is the toughest job there is in sales, bar none. Few do it well. Those that do, have mastered the principles contained in Mike’s book.
We give some cracking book recommendations. Listen to find out what they are.
Please like, comment and share this podcast to someone you know will find it helpful.
Mike Crandall is a Consultant, Coach, Trainer, Speaker, and Author focused on the Subconscious Psychology of Human Interaction and Motivation. He is brought in by Business Owners and Executives to work on the Behaviours, Attitudes, Techniques, and Guts needed to be more Successful in Business Improvement, Sales / Revenue Growth, and Employee Development. His firm specialises in helping identify the Blind Spots and Obstacles that are holding you back and then implementing Systems, Behaviours, and Guts to become more Successful. Clients ultimately develop new Habits that lead to Proactive Growth Professionally and Personally.
He is based in Oklahoma City, OK and serves Visionary clients across the United States.
Mike earned a MBA in Leadership and Organizational Development from Oklahoma Christian University and a BS at the University of Nebraska.
He is the author of the Best-Selling Book – Motivational Management the Sandler Way
He is a contributing writer and columnist for several publications including The Business Times of Edmond, The Oklahoman, News OK, and The Edmond Sun.
Mike is active in The Oklahoma Professional Sales Association; The National Speakers Association; The Oklahoma Business Ethics Consortium; The Greater Oklahoma City Chamber of Commerce; The Northwest Oklahoma City Chamber of Commerce; and The Edmond Area Chamber of Commerce. Additionally, he serves as the Administrative Council Chair at Acts 2 United Methodist Church.
Mike can be reached by phone at 405-844-1700 or by e-mail at [email protected].
View his company website at www.customgrowth.sandler.com.
View his blog at www.customgrowth.sandler.com/blog.
Motivational Management: Coaxing The Best Out of Yourself & Your People
