“We’ve gotten away from developing people … we take the risk of becoming order takers.”

– Dave Mattson, CEO, Sandler Training

On this episode of The Pivotal Leader, Gina Trimarco interviewed Dave Mattson, a a best-selling author, sales and management visionary, and leader of the world’s largest sales effectiveness organization. As CEO and President of Sandler Training, he oversees the corporate direction and strategy for the company’s worldwide network of operations serving clients through 250 operating units in 32 countries.

Dave joined Sandler Training in 1988 as Vice President of Operations after meeting the company’s founder, David Sandler, and embracing his philosophies on sales and management effectiveness. He spearheaded the development of programs designed to accelerate the success of Sandler’s business operations, dramatically increasing franchisee retention.

In 1990, Mattson was named Sandler’s Chief Operating Officer, and expanded business operations to win and serve large, global accounts, quickly doubling company revenues through this transformational initiative.

Named CEO in 2007, Dave has led dynamic company revenue growth, with significant focus on global accounts and international operations. As a key component of his positioning strategy, Mattson has focused on digital technologies in his e-strategy, including an on-demand digital library and Sandler Online, the firm’s learning management system, which trailblazed digital delivery of materials. His passion for innovation and commitment to continuous improvement through technology propelled these sustainable digital revenue streams to dramatically increase corporate earnings.

Podcast Topics Include:

  • Dave and Gina’s thoughts on Vistage’s Confidence Index for 2018 and what he thinks we are missing
  • What to do with the rising workforce of millennials as it relates to interpersonal skills
  • Where most companies miss the boat on motivating team members
  • Good and bad practices for salespeople and sales managers
  • Being a doctor of sales
  • What sales managers need to do for their salespeople
  • What are the common trends that sales people contact Sandler for help and training
  • How Sandler helps sales teams turn things around and how they help companies by creating a common sales language and sales approach
  • Dave’s dirty secret relating to sales teams and training
  • The importance of turning down clients when you know management is not buying into what is being sold
  • What makes one franchise stronger than another and what has made Sandler so strong
  • Sandler’s growth strategy, including why they limit the number of franchises they add each year and going international
  • What the future of training looks like

Subscribe to the podcast on: iTunes | Stitcher

More About Gina Trimarco

More About Pivot10 Results

More About Dave Mattson & Sandler Training

  • Website: www.sandler.com.
  • Dave’s Twitter: @dave_mattson
  • Sandler Training’s Twitter: @SandlerTraining
  • Dave’s email: David.Mattson@sandler.com
  • Dave’s LinkedIn: www.linkedin.com/in/dave-mattson-99538612/

Sandler Training dominates the global training market through an unparalleled network of professional trainers providing more than 450,000 hours per year of instruction in 23 languages. Sandler business experts offer insight and tips on current sales, sales management, leadership, and management topics. With over 250 offices worldwide, Sandler is the largest training organization in the world.

Mr. Mattson joined Sandler Training in 1988 as Vice President of Operations after meeting the company’s founder, David Sandler, and embracing his philosophies on sales and management effectiveness. He spearheaded the development of programs designed to accelerate the success of Sandler’s business operations, dramatically increasing franchisee retention.

In 1990, Mattson was named Sandler’s Chief Operating Officer, and expanded business operations to win and serve large, global accounts, quickly doubling company revenues through this transformational initiative.

Named CEO in 2007, Mr. Mattson has led dynamic company revenue growth, with significant focus on global accounts and international operations. As a key component of his positioning strategy, Mattson has focused on digital technologies in his e-strategy, including an on-demand digital library and Sandler Online, the firm’s learning management system, which trailblazed digital delivery of materials. His passion for innovation and commitment to continuous improvement through technology propelled these sustainable digital revenue streams to dramatically increase corporate earnings.

The Pivotal Leader is a production of Pivot10 Results, a strategy and training company that helps businesses shift from people problems to performance results.

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About the author

Gina Trimarco is a native of Chicago and CEO/Founder of Pivot10 Results and Carolina Improv Company. She has 25+ years of experience in marketing, sales, operations and people training. Gina combines street smarts and improv comedy skills with her experience in the corporate and entrepreneurial worlds, which sets her apart from her competition.

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