Guy Kawasaki is in so many places these days that I would be extremely surprised if you didn’t know him or his work.

Author – Guy has written The Art of the Start; Selling the Dream; How to Drive Your Competition Crazy; The Macintosh Way; Rules for Revolutionaries and more!

The root cause of many of the findings was that the sales force was NOT money motivated.  Order takers and lack of money motivation are quite the combination.  Company executives eventually learn that order takers rely on the on-going and renewal business of their existing customers. These salespeople tend to earn much more than they’re worth, develop a sense of complacency and fail to accomplish what the company needs them to do.