Developing and Leading the Sales Organization

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Summary: A model for motivation, performance and results
Review: This practical book presents guidance on how to improve sales organization results by applying the principles of motivation to both the process of selling, as well as leading those who sell. The author presents a central motivation model, built upon the expectancy theory of Victor Vroom. The model enables an understanding of why people buy. The book takes on the challenge of equipping sales people with this understanding of buyer motivation in order to achieve their sales goals. The primary focus is on the motivational dynamics of the selling process, which Green addresses with clarity and in detail. The chapter, for example, on closing a sale, is excellent and, alone, worth the price of the book. The final three chapters concern motivating the sales person, center on self-management, making goals motivating, and sharing responsibility. The appeal of this book is that it effectively uses a model of motivation that is clear, based on research, and has an intuitive appeal! . The origins of this model are far from new; what is new is the results-oriented way in which Green applies it to the sales arena. As one who is a consultant and develops incentive programs for sales organizations, I find Green's book highly valuable. Of special note is that he makes motivation central to his thinking; a refreshing departure from the usual cursory lip service typically given to motivation. This book is a serious effort to make the linkage between motivation, effort, and results, both meaningful and useful.