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.

To get the most from your organization, you need to understand why people show up for work...and tie that reason to your company's mission. Crandall's 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.

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