066: Sandler's David Mattson's View on The Future of Sales

The Pivotal Leader

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

– Dave Mattson

In this episode of The Pivotal Leader, Gina Trimarco interviewed Dave Mattson, 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

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

Full show notes at: https://pivot10results.com/podcast66_dave-mattson