Welcome To Theinquisitor Podcast

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 m