{"id":10102,"date":"2018-02-23T21:55:09","date_gmt":"2018-02-23T21:55:09","guid":{"rendered":"https:\/\/sandler.dsstaging2.com\/case-study\/motivation\/"},"modified":"2023-10-26T16:30:56","modified_gmt":"2023-10-26T16:30:56","slug":"motivation","status":"publish","type":"post","link":"https:\/\/sandler.com\/sandler-books\/motivation\/","title":{"rendered":"Motivational Management"},"content":{"rendered":"\r\n<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_79_2 counter-hierarchy ez-toc-counter ez-toc-custom ez-toc-container-direction\">\n<div class=\"ez-toc-title-container\">\n<p class=\"ez-toc-title\" style=\"cursor:inherit\">Table of Contents<\/p>\n<span class=\"ez-toc-title-toggle\"><a href=\"#\" class=\"ez-toc-pull-right ez-toc-btn ez-toc-btn-xs ez-toc-btn-default ez-toc-toggle\" aria-label=\"Toggle Table of Content\"><span class=\"ez-toc-js-icon-con\"><span class=\"\"><span class=\"eztoc-hide\" style=\"display:none;\">Toggle<\/span><span class=\"ez-toc-icon-toggle-span\"><svg style=\"fill: #999;color:#999\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" class=\"list-377408\" width=\"20px\" height=\"20px\" viewBox=\"0 0 24 24\" fill=\"none\"><path d=\"M6 6H4v2h2V6zm14 0H8v2h12V6zM4 11h2v2H4v-2zm16 0H8v2h12v-2zM4 16h2v2H4v-2zm16 0H8v2h12v-2z\" fill=\"currentColor\"><\/path><\/svg><svg style=\"fill: #999;color:#999\" class=\"arrow-unsorted-368013\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"10px\" height=\"10px\" viewBox=\"0 0 24 24\" version=\"1.2\" baseProfile=\"tiny\"><path d=\"M18.2 9.3l-6.2-6.3-6.2 6.3c-.2.2-.3.4-.3.7s.1.5.3.7c.2.2.4.3.7.3h11c.3 0 .5-.1.7-.3.2-.2.3-.5.3-.7s-.1-.5-.3-.7zM5.8 14.7l6.2 6.3 6.2-6.3c.2-.2.3-.5.3-.7s-.1-.5-.3-.7c-.2-.2-.4-.3-.7-.3h-11c-.3 0-.5.1-.7.3-.2.2-.3.5-.3.7s.1.5.3.7z\"\/><\/svg><\/span><\/span><\/span><\/a><\/span><\/div>\n<nav><ul class='ez-toc-list ez-toc-list-level-1 ' ><li class='ez-toc-page-1 ez-toc-heading-level-1'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/sandler.com\/sandler-books\/motivation\/#Motivational_Management_The_Sandler_Way\" >Motivational Management The Sandler Way<\/a><ul class='ez-toc-list-level-2' ><li class='ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/sandler.com\/sandler-books\/motivation\/#BUY_THE_BOOK\" >BUY THE BOOK<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/sandler.com\/sandler-books\/motivation\/#GRAB_YOUR_FREE_SAMPLE_CHAPTER\" >GRAB YOUR FREE SAMPLE CHAPTER<\/a><\/li><\/ul><\/li><\/ul><\/nav><\/div>\n<h1><span class=\"ez-toc-section\" id=\"Motivational_Management_The_Sandler_Way\"><\/span>Motivational Management The Sandler Way<span class=\"ez-toc-section-end\"><\/span><\/h1>\r\n<p>For leaders and self-starters who realize that they need the help of others to realize their vision.<\/p>\r\n<p><strong>People come to work for their reasons, not ours.<\/strong><\/p>\r\n<p>To get the most from your organization, you need to understand why people show up for work &#8230; and tie that reason to your company\u2019s mission.<\/p>\r\n<p>Motivating yourself, your team, and your company at optimum levels \u2013 by leveraging the inside and outside forces that inspire people to take action.<\/p>\r\n<p><strong>You&#8217;ll hear answers to common leadership questions such as:<\/strong><\/p>\r\n<ul>\r\n<li>Why do managers usually fail when it comes to motivating employees, in particular salespeople?<\/li>\r\n<li>What should they do instead?<\/li>\r\n<\/ul>\r\n<p>&nbsp;<\/p>\r\n<p><strong>Mike Crandall<\/strong><\/p>\r\n<p>Mike Crandall is the owner and principal of a Sandler\u00a0training center in Oklahoma City, Oklahoma, and brings over twenty years of real world sales, management and training experience to his clients. Mike works with business owners and motivated individuals to create and implement Professional Development Strategies to foster the growth of individuals, teams, and organizations.<\/p>\r\n<p><strong><a href=\"https:\/\/www.linkedin.com\/in\/mikecrandall\/\">LinkedIn<\/a><\/strong><\/p>\r\n<p><strong>Your vision. Their reasons.<\/strong><\/p>\r\n<p>Get your salespeople and other employees to do what you want them to do&#8230; for their reasons.<\/p>\r\n<p><strong>Practical tips for managers who want to:<\/strong><\/p>\r\n<ul>\r\n<li>Understand why most motivational and incentive programs fail<\/li>\r\n<li>Rebuild a failing incentive program into one that works<\/li>\r\n<li>Understand the behavioral wiring of your team<\/li>\r\n<li>Implement the Sandler Success Principles with your organization<\/li>\r\n<\/ul>\r\n<p>&nbsp;<\/p>\r\n<h2><span class=\"ez-toc-section\" id=\"BUY_THE_BOOK\"><\/span><a href=\"https:\/\/www.amazon.com\/gp\/product\/0692745467\" target=\"_blank\" rel=\"noopener\"><strong>BUY THE BOOK<\/strong><\/a><span class=\"ez-toc-section-end\"><\/span><\/h2>\r\n<p>Why do managers usually fail when it comes to motivating employees, in particular salespeople? What should they do instead? In answering those questions, author Mike Crandall recommends many innovative strategies inspired by the work of David Sandler, creator of the Sandler Selling System.<\/p>\r\n<p>&nbsp;<\/p>\r\n<h2><span class=\"ez-toc-section\" id=\"GRAB_YOUR_FREE_SAMPLE_CHAPTER\"><\/span><strong>GRAB YOUR FREE SAMPLE CHAPTER<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h2>\r\n<p>Reach the highest levels of success.<\/p>\r\n<p><em>We will email you instructions on how to access your content and other important information.<\/em><\/p>\r\n<script charset=\"utf-8\" type=\"text\/javascript\" src=\"\/\/js.hsforms.net\/forms\/embed\/v2.js\"><\/script>\r\n<script>\r\n  hbspt.forms.create({\r\n    region: \"na1\",\r\n    portalId: \"21604003\",\r\n    formId: \"04f68d87-1315-46d5-b5e9-d1662f9bfbac\"\r\n  });\r\n<\/script>","protected":false},"excerpt":{"rendered":"<p>To get the most from your organization, you need to understand why people show up for work &#8230; and tie that reason to your company\u2019s mission.<\/p>\n","protected":false},"author":15,"featured_media":10103,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[1045],"tags":[1081,1482,1038,1035],"class_list":["post-10102","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-sandler-books","tag-accountability","tag-book","tag-coaching","tag-management"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Motivational Management Book by Mike Crandall | Leadership | Sandler Training<\/title>\n<meta name=\"description\" content=\"Download a free chapter or buy the book to learn how to get your employees to do what you want... for their reasons by Mike Crandall.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, 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