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.

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.

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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.

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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.

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The Difference Between Managing and Coaching Your Salespeople

By Dave Mattson / May 28, 2020

Sales leaders often become confused by the differences between coaching and managing.

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‘I Want to Establish Sandler as the First Place People Go When They Want Sustainable Results’

By Dave Mattson / May 13, 2020

[The Silicon Review] In today’s extremely competitive business environment, having any edge over the competition is advantageous. An empowered, effective sales leader is a crucial component in the success of any company or business. One of the most important tools that a company can have to ensure they stay one step ahead is a strong…

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The Critical Training and Development Priority for 2020

By Dave Mattson / May 11, 2020

[Training Industry] The business leaders I’ve spoken with recently have said that, in response to the global COVID-19 crisis, they are thinking a lot about protecting their people. They’re also thinking about protecting their organizations and, specifically, on identifying the best ways to hasten, and support, the recovery phase that will follow this challenging and…

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Six Tips For Sales Leaders On More Effective Hiring

By Dave Mattson / May 11, 2020

Hiring is one of the most important things we can do as a leader… and yet for many of the people we work with, it remains something of a blind spot.

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Three Tips For Setting A Leadership Cadence For The Remote Sales Team

By Dave Mattson / April 25, 2020

Here, then, are three tips that can help you become more successful as a sales leader in creating a predictable operational rhythm – a cadence – if you find yourself responsible for the performance of a remote sales team.

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Three Takeaways from the 2020 Sandler Summit

By Dave Mattson / April 8, 2020

We learned a lot from each other at this year’s event. Here are my three big takeaways from the 2020 Sandler Annual Sales & Leadership Summit.

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Four Keys For Transitioning To A Remote Sales Force

By Dave Mattson / March 25, 2020

[CEO World Magazine] Can your team achieve its revenue goals without showing up in person at the office? The answer is yes…if they have the right leadership. Transitioning from a traditional to a remote sales force can be a challenging undertaking even when you have months to plan for it. Yet it can also lead you…

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