Mike Crandall - Motivational Management The Sandler Way

Praise for MOTIVATIONAL MANAGEMENT THE SANDLER WAY

Motivation at its core is deeply personal and intimate. Mike Crandall blends for leaders both the art and process of getting the very best out of their folks.

Brian Carpenter, CEO, 4DSales

A motivational method that actually works! And, of course, it meshes well with the Sandler methodologies as a whole.

Tim Priebe, Owner, T&S Online Marketing

Whether you need to hone your technique, fine tune your behavior, or boost your attitude, Mike and the Sandler System will help you stay motivated and focused.

Mark J. Hobson, President, Colonial LLC

Since working with Mike Crandall and Sandler Training, we have been able to clearly understand what, why, and how to motivate each individual member of our organization, especially those in sales, management and leadership positions. I couldnt be more pleased with the results.

Shannon Evers, CEO, Girl Scouts of Western Oklahoma

Ensuring that our employees understand our culture and are positioned and trained to live it each day is an ongoing challenge. Mike Crandall and Sandler Training have helped us learn how to do this, resulting in financial growth for our business and personal growth for each of our team members.

Davis Merrey, Owner/CEO, TeamLogic IT of Oklahoma City

This book gets to the core of motivation. With its unique format, it uncovers the real reasons we all get plenty of good information, but dont always translate that information into action. Each section ends with questions that make the reader pause, reflect, and develop first-step action plans that begin the journey of application.

Dave Younge, Owner, Progressive Stamping and Flex-Ability Concepts

Understanding what motivates our employees and direct reports is often the missing link to maximizing productivity and profitability. Mikes book connects the dots.

Joshua Morphew, CEO, Baxter Electric

Thanks to Mike Crandall and Sandler Training, we have been able to better identify what motivates our team members. This awareness of knowing what, why, and how we individually and collectively motivate our team members ensures that they are maximizing their potential, setting clear goals, and empowering themselves to reach those goals.

Crystal Slater, Chief Development & Marketing Officer, Girl Scouts of Western Oklahoma

Instrumental in providing the motivation to implement new strategies.

Wade McCone, Training Manager, Evergreen Marketing Group

Mike Crandall has been instrumental in improving selling skills and providing motivational tools for our sales leaders.

Kevin D. Higginbotham, CEO, Evergreen Marketing Group

Uplifting and inspirational. Compels a cultural shift.

Denny Conn, Corporate Sales Trainer, Premier Packaging, LLC

2016 Sandler Systems, Inc. All rights reserved.

Reproduction, modification, storage in a retrieval system or retransmission, in any form or by any means, electronic, mechanical, or otherwise, is strictly prohibited without the prior written permission of Sandler Systems, Inc.

S Sandler Training (with design), Sandler, Sandler Training, and Sandler Selling System are registered service marks of Sandler Systems, Inc.

The Devine Inventory is a trademark of The Devine Group, Inc. Used with permission.

Because the English language lacks a generic singular pronoun that indicates both genders, we have used the masculine pronouns for the sake of style, readability, and brevity. This material applies to both men and women.

Paperback ISBN: 978-0-692-74546-5

E-book ISBN: 978-0-692-74547-2

To my peers in the Sandler network who push me, encourage, me, and continually help me stretch and grow professionally. The things you help me accomplish allow me to consistently become a better consultant, coach, trainer and speaker.

To the Sandler coaches and the Sandler home office team, who provide the resources and guidance to help us ensure we can continually add more value to the lives of our clients, partners, and employees and our own lives as well.

To David Mattson, whose vision and leadership guide the Sandler network and ensure that all of these things happen.

Contents

Acknowledgments

I would like to thank the following individuals for their help during the process of writing this book. They supported me, encouraged me, and inspired me to make this work the best it could be. Grateful appreciation goes out to:

• Bill Art and John Shrum, for coaching that provided the pushes and pulls I needed to get to where I am now.
• Bob Bolak, Hamish Knox, Chris Kelly, Pete Oliver, and Erik Meier, for being part of the group that allows each of us to collaborate and stretch towards greater success.
• Yusuf Toropov, for helping behind the scenes to draw out important information and turning my spoken words into written ones.
• The team at Custom Growth Solutions, LLC, for their continual help and support on this project and for commitment to building our company into the successful coaching, consulting, and training firm it has become.
• My parents, for laying the foundation that helped me become who I am today, and instilling in me a desire and commitment to go above and beyond in my life.
• Courtney and Zachary, for your belief in me and all the lessons you have helped me learn that have encouraged me become a better person.
• Last, but certainly not least, to my beautiful wife Doyce, who has been my rock throughout our lives together. Your continual help, support, guidance, and encouragement always seem to be the exact thing I need at that specific time. Without you I would not be the person I am today.

Foreword

D avid Sandler, the founder of our company, used to say, People come to work for their reasons, not ours. Thats the underlying principle of Mike Crandalls new book Motivational Management the Sandler Way.

To get the most from your organization, you need to understand why people show up for workand tie that reason to your companys mission. This book is about motivating yourself, your team, and your company at optimum levels by leveraging the inside and outside forces that inspire people to take action. In the pages that follow, Mike has given managers of salespeopleand indeed all managersan important set of tools.

Motivational Management the Sandler Way includes practical tips for managers who want to:

• Understand why most motivational and incentive programs fail.
• Rebuild a failing incentive program into one that works.
• Understand the behavioral wiring of your team.
• Implement the Sandler Success Principles with your organization.

This breakthrough book will show you how to hire differently, coach differently, and empower your team to reach the highest levels of success.

David H. Mattson

President/CEO, Sandler Training

Introduction

Why Read This Book?

I f you are like most managers w e at Sandler Training work with, you have, at some point or another, been frustrated by the ongoing responsibility to motivate your employees. We find that almost all managers struggle with this, especially those who manage salespeople.

Maybe you have become frustrated because some people never seem to be motivated, or because some team members are more difficult to motivate than others, or because there are people who report to you who seem motived part of the time, but not all of the time. These are all things managers struggle with, so if this is you, know that you are not alone. Keep reading!

Is What Youre Doing Now Working?

As a speaker I get asked to talk about many things. One of my favorite and most requested topics is a talk I do called, Why You Fail at Motivating Your Employees. That title always seems to get listeners attention, perhaps because it serves as a wake-up call. Most managers I talk to sense, at some level, that what theyre doing right now to motivate their people simply is not working. Perhaps you sense something similar in your world.