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.
Very often, managers who lead sales teams find themselves saying something like the following: “I have told them how to do X a hundred times, and it never seems to stick. I just don’t know what their problem is.” Or these managers may find themselves thinking, “Maybe I just hired the wrong person.” At such…Read More
How effective are you at distinguishing your company from those you are competing against in the marketplace? Here’s a quick reality check. Suppose you were talking to your number one prospect. And suppose that person looked you in the eye and asked you, “Why should I buy from you?” What would you say? Would you…Read More
If you are a leader in your organization, it’s a pretty good bet that you count on the members of, say, your accounting team to use the same terms and the same methodologies when they are collaborating to complete their work. For instance: You assume that when one person on the accounting team refers to…Read More
As sales leaders, we need to accept that we will ultimately be judged on our ability to hire and retain people who are both willing and able to do the job of selling. If either of those elements is missing in a sales hire that happens on our watch, we’re not doing our job. All too often, we fall prey to…Read More
Many managers are surprised to hear us suggest that it’s important to meet one-on-one with every salesperson on staff at least every other week. Some even say it’s impossible! But it’s not. If you keep the meetings brief … if you think of these interactions as check-ins rather than as opportunities to “fix” people ……Read More
It’s common for people to mistake sales management for sales coaching. In fact, these are two very different roles. The table below highlights some of the most notable differences. Manager (also known as Supervisor) Coach Establishes environment of trust and rapport. Sets goals and expectations based on combining professional and personal objectives. Establishes environment of trust…Read More
I’m often asked to identify a single “blind spot” that keeps leaders from growing their businesses aggressively. There are actually a number of these … but one that’s particularly common is the failure to collect best practices and assemble them in a regularly updated “playbook.” This could be a playbook that managers use for the…Read More
When it comes to the technology we can use to make our day easier, we live in an era of astonishing, intimidating variety. Sometimes it seems there are just way too many options! It’s easy to become infatuated with a new, cutting-edge application… but we should think twice before we make a permanent commitment to…Read More
At many of the organizations we work with, the size of the average sales team has increased over the past decade. Given that there are a limited number of working hours, and given that sales leaders now find themselves responsible for supervising, training, mentoring, and coaching larger teams, what best practices should they embrace when…Read More
Every year, over a thousand of the world’s top sales, leadership, and management professionals gather at a great resort location for the Sandler Annual Sales & Leadership Summit, where we network, share ideas, celebrate each other’s successes, and participate in sessions led by top Sandler training professionals. The 2019 Sandler Summit, which took place at…Read More