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 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…

Read More

Leaders: Three Questions You Should Ask About Technology Before You Commit to It.

By Dave Mattson / April 30, 2019

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

Three Ways to Improve Your Time Management When Leading a Large Team

By Dave Mattson / April 16, 2019

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

Takeaways From the 2019 Sandler Sales and Leadership Summit

By Dave Mattson / March 26, 2019

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

Coaching for More Effective Sales Presentation Skills

By Dave Mattson / March 19, 2019

We’re often asked about the best ways to coach salespeople to help them to deliver effective presentations. In addition to following the basic principles of not presenting too early and ensuring that the presentation is delivered as one component of an effective professional sales process, there are four steps sales professionals can follow to ensure…

Read More

Three Ways to Use Technology to Support Your Sales Process

By Dave Mattson / March 5, 2019

This is a truly amazing period of history for sales professionals. The information tools that help us to identify, connect with, and sustain ongoing relationships with buyers are more powerful than ever, and they allow us to do things few could have imagined just a few years ago. But there’s a challenge we all face:…

Read More

The Secret of Ongoing Professional Development at Any Career Stage

By Dave Mattson / February 19, 2019

People sometimes ask me whether there is a single, simple principle that will help everyone in the organization to learn and grow and improve over time, regardless of an individual’s position or level of experience. There is. But it may come as a surprise to you: embracing failure and embracing it quickly. No matter where…

Read More

Three Reasons to Set and Follow a Behavioral Plan

By Dave Mattson / February 19, 2019

What is the ideal mix of daily and weekly activities – the mix that best supports our income goals? We should know. If we have a personalized daily “recipe” for daily and weekly progress toward key activity benchmarks, also known as cookbook or a behavioral plan, we can identify exactly how many dials we need…

Read More

Four Reasons to Attend the 2019 Sandler Summit

By Dave Mattson / February 5, 2019

Every year, over a thousand of the world’s top sales, leadership, and management professionals come together for two and a half incredible days of training and networking at the Sandler Summit. This year, we will share ideas, celebrate each other’s successes, and challenge each other to take our game to the next level at the…

Read More

Five Ways to Invest in Employee Development

By Dave Mattson / January 29, 2019

Most of us who lead teams and organizations readily acknowledge that we should be doing more to invest in the personal and professional development of the people who report to us. We have a lot of responsibilities, we get busy, and, all too often, we don’t take action on this essential priority. With that problem in mind,…

Read More