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Silicon Valley Sales Group, Inc. | Santa Clara, CA

Dave Mattson

Rule 12: Manage individuals; lead a team. There's no substitute for personal attention. Listen, every human wants to be paid attention to. Everyone wants this one-on-one connection. They want eye contact, they want one-on-one time, they want you to pay attention. This is true at home. Kids want your attention. They want you to ask questions. They want you to understand the deal. 

In this episode of Selling the Sandler Way, Dave Mattson, the President and CEO of Sandler Training explores the Sandler Selling Philosophies behind the Sandler Selling System with Rich Isaac, a Sandler Trainer.

Rule #11: Mange behavior, not results. Create a cookbook or a recipe for success. You know, many sales leaders and sales managers, they manage numbers, not behavior. Think about that for a second. How many of us are knee deep into spreadsheets every single day?   

Rule #10: Treat the job interview as a sales call, which means it's your job to disqualify.

In this episode of Selling the Sandler Way, Dave Mattson, the President and CEO of Sandler training explores the Sandler Selling Philosophies behind the Sandler Selling System with Roger Wentworth, a Sandler Trainer.

Rule #9: Don't get smoked in the interview. Search for the right candidate. What's don't get smoked in the interview mean? Well, sometimes the best sales call that a salesperson would make is on you, during the interview.   

Today we're talking about the top sales challenges that we face as individual sales producers. We have different types of people who listen to the show. Certainly short selling cycles, long selling cycles, transactional consultative. It's all over the board. Some do sales and service and some just do sales. At the end of the day, we all have challenges and a lot of these challenges that we have fallen into some general areas.

As a leader, there’s a constant pressure to ensure your leadership approach stays up-to-date. Every year, the culture of the office deviates slightly from the year prior and the way that individuals want to learn and be led,  shifts. Sometimes these changes are drastic, and other times they are slight. No matter the degree of change, it’s imperative that you are cognizant of the shift and are prepared to be a great resource to everyone who looks to you for guidance and mentorship.

Rule #8: See People through Their Lens. Use DISC to understand how you and your people see the world so that you can lead more effectively. You know the DISC behavioral model will help you understand how to communicate more effectively with your team and anywhere else. You've got to understand and acknowledge how they interpret the world: how they communicate, how they want to be motivated, how they see the world, and where you then can adapt your style to match theirs.  

There’s an adage that rings true for sales careers, “if it was easy, everyone would be doing it.” Proficient salespeople have some of the highest job satisfaction across all industries and can have very rewarding and lucrative careers. On the other side of the coin, selling — especially commission based selling — isn’t for everyone. Inexperienced or ineffective salespeople may have a hard time breaking into the profession.