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.

Three Steps to Implement a Culture of Growth

By Dave Mattson / September 17, 2019

In our book THE SUCCESS CADENCE, Tom Schodorf, Bart Fanelli and I ask these questions: How can leaders scale aggressive sales growth consistently? How can they achieve rapid, dramatic growth in their company? How can they sustain that growth over time? The aggressive, sustainable growth so many company leaders seek, but few can actually point to,…

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Five Ways to Improve Communication with Current Customers

By Dave Mattson / September 10, 2019

As sales professionals, we sometimes run the risk of over-focusing on the close. By that I mean we secure the first agreement to do business, but then lose track of how important it is to maintain a strong ongoing relationship with current customers – a relationship with honest, continuous two-way communication as its foundation. Here are five…

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In Search of the Scalable Sales Team

By Dave Mattson / July 16, 2019

The internal revolution that delivers a predictable, rapid growth curve requires a scalable sales team. This revolution always starts with the sales leader; it is always launched, modelled, promoted and defended by that leader, in close collaboration with the senior leadership of the company; and it always expands outward. In this revolution, the sales organization’s…

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The Sales Leader’s Secret Weapon: The Feedback Loop

By Dave Mattson / July 2, 2019

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…

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How to Distinguish Yourself from Your Competitors in the Market… Instantly

By Dave Mattson / June 25, 2019

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…

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Leaders: Why You Need a Common Sales Language and a Common Process

By Dave Mattson / June 18, 2019

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…

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Are your Sales Hires Willing and Able?

By Dave Mattson / June 4, 2019

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…

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Five Things to Cover During One-on-One Sales Meetings

By Dave Mattson / May 21, 2019

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 ……

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Sales Coach or Sales Manager?

By Dave Mattson / May 14, 2019

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…

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The Leadership Blind Spot That Keeps You from Building a Bulletproof Business

By Dave Mattson / April 30, 2019

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…

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