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.
As a manager of people, you know and understand the challenge of the “new” workplace. The reality of four generations working side by side is fraught with obstacles that threaten to derail productivity and hinder progress. Before you pop another antacid and check again to see if it’s time to cut a trail home, take…Read More
It’s that time of year again when everyone is pondering their New Year’s resolutions. Whether you’re the type of person to let your resolutions slide after the first week or two of the New Year or the kind who embraces them wholeheartedly, accountability is the key to converting a resolution into an accomplishment. People set…Read More
Are your salespeople on track for hitting their sales goals? If they are: Congratulations…to you and to them. If they are not: What are you going to do about it? The clock is ticking. How are you going to motivate your salespeople (or at least those whose numbers aren’t up to par) to pick up…Read More
Sales managers recognize that a primary part of their jobs is to keep their sales teams productive. But, keep them happy! Is that really part of the job? Yes. Salespeople may be thankful for having a good job, but happiness is another dimension of the work experience—an important and often overlooked dimension. When jobs are scarce, people will put…Read More
Imagine the following scenario. After a few meetings with a prospect during which you examined his current situation and analyzed his needs and future goals, you developed and presented a four-step approach for what you believed to be the best fit solution to meeting his challenge. The investment necessary to obtain and implement your solution…Read More
You stand in front of your sales team and announce a shift in workplace policies, or privately mention that a client wants to go in another direction with their account. Immediately, your salespeople cringe. People that work in sales reflexively shy away from change, even if it is positive. No one wants to “rock the…Read More
Salespeople tend to be focused, driven, and almost single-minded when it comes to closing a sale. While this attitude can bring about great results, it can also prevent a salesperson from considering alternative ways to approach the sales relationship. Does the client prefer frequent phone calls to check in, or would your sales process run…Read More
While motivation and discipline are on opposite ends of the management spectrum, managers need to provide both to lead a team successfully. A manager who uses only motivational techniques may be well-liked, but over time employees begin to lose respect for leadership if they feel they can get away with bad behaviors. Conversely, a manager that provides…Read More
The infamous summer sales slump may be in full swing in your business, but it’s time to turn things around. By rethinking your summer sales plan, you can use a slower market to your advantage. Follow our guide to building a sales plan that withstands summer slumps and turn these notoriously slow months into productive and profitable…Read More