Dave Mattson

David Mattson is the CEO and President of Sandler Training, an international training and consulting organization headquartered in the North America. Since 1986, he has been a trainer and business consultant for management, sales, interpersonal communication, corporate team building and strategic planning throughout the United States and Europe.

David is the author of the Wall Street Journal bestsellers, The Sandler Rules: 49 Timeless Selling Principles and How to Apply Them and Sandler Success Principles: 11 Insights that will change the way you think and sell. He regularly authors articles for business publications and continues to be involved in the ongoing creation and development of new Sandler training products and programs.

The Road to Recovery

By Dave Mattson / March 12, 2021

There’s been a lot of discussion in recent months about exactly what the road to recovery looks like, doesn’t look like, or should look like. And there are a multitude of competing opinions on this subject.

Read More

Two-Minute Read: Leading An Organization For Optimal Revenue Results in 2021

By Dave Mattson / December 11, 2020

Here is our 120-second overview of three critical areas where we are seeing the most productive sales leaders set their teams up for success in 2021.

Read More

How Can Teams Finish 2020 Strong…and Set a Foundation for a Great 2020?

By Dave Mattson / October 28, 2020

You probably don’t need me to tell you that 2020 has been a year like no other. Let’s be honest: there were (and are) no playbooks for magically reversing what’s happened in the marketplace during this historically tumultuous period.

Read More

Sales Professionals: What is on the Horizon for 2021?

By Dave Mattson / October 13, 2020

Given the upheavals and uncertainty of 2020, many leaders and salespeople have been asking us what we see on the horizon as the next year approaches. What skills and adaptations will be necessary not just to survive, but to thrive in 2021? After meeting with tens of thousands of sales professionals this year, we would…

Read More

Four Ways to Utilize Data to Inform Your Sales Process

By Dave Mattson / August 28, 2020

For as long as there have been salespeople, there has been data to analyze about the process they use to bring in business.

Read More

Three Tips For Retaining Great Salespeople This Summer

By Dave Mattson / July 31, 2020

Attracting and keeping good salespeople is at the top of every sales manager’s list of priorities. The better we are at inspiring and holding on to great salespeople, the happier, the more engaged, and the more successful they will be.

Read More

Leaders: Avoid Overcorrecting in Response to a Crisis

By Dave Mattson / July 29, 2020

For leaders – and, let’s face it, for everyone else – the last few months have been nothing short of mind-bending. Most of us, in fact, are not even sure how to describe this period.

Read More

How to Create and Support a Learning Culture in Your Organization

By Dave Mattson / June 18, 2020

I believe we should start by simply acknowledging the reality that telling our employees that we have a learning culture does not mean that we actually have a learning culture in our organization.

Read More

5 Things to Cover In Your Weekly One-On-One Meetings with Salespeople

By Dave Mattson / June 1, 2020

That said, there are some important topics for sales leaders to cover during each weekly one-on-one meeting with any salesperson.

Read More