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.

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…

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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:…

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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…

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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…

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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…

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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,…

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Four Goal Setting Habits of Effective Leaders

By Dave Mattson / January 22, 2019

The first month of the year is a classic time for sales professionals to focus with intensity on identifying and fulfilling their most important personal and organizational goals. We’ve noticed, though, that the goal setting behavior of an organization’s leaders during the month of January tends to have the biggest bottom-line impact on the year as a…

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Introducing Sandler’s 2019 Partnerships

By Dave Mattson / January 15, 2019

2019 is shaping up to be a very exciting year at Sandler, especially because of four important new strategic alliances we’ve formed. In this post, I want to look briefly at all four of the organizations with whom we’ve formed strategic partnerships with (Ziglar, Inc., Top Sales World, Grovo, and Evernote), and why each partnership is important. Let’s begin…

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Why Q1 is Critical to the Growth of Your Business

By Dave Mattson / January 8, 2019

As leaders, the choices we make and the actions we take in the first quarter have a way of setting the tone for the entire year and go a long way toward determining how our results will look when December rolls around. Starting strong provides the foundation for ending strong. With that principle in mind,…

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The Future of Sales in 2019 (Part Two)

By Dave Mattson / January 4, 2019

In a previous post, I looked at changes on the horizon for salespeople in 2019. Now it’s time to look at the changes faced by sales leaders.  I’ve already referenced this Salesforce study, indicating that a whopping 57% of salespeople do not expect to hit quota this year. That statistic should serve as a wakeup call, not just to…

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