I am a fan of Sandler Sales Training and had the pleasure of interviewing their President & CEO, David Mattson, for Journey To Success Radio.
Dave Mattson is a best-selling author, sales and management thought leader, keynote speaker and leader for sales training seminars around the world. As CEO and President of Sandler Training, Mr. Mattson oversees the corporate direction and strategy for the company’s global operations including sales, marketing, consulting, alliances and support. His key areas of focus are sales leadership, strategy and client satisfaction.
In 1990, Mr. Mattson was named Sandler’s Chief Operating Officer, and expanded company operations to serve enterprise and multinational accounts. This initiative developed into the Global Accounts Division, which quickly became the top-grossing division within Sandler Training, growing total company revenue by more than 100 percent.
Mr. Mattson was promoted to Vice President of Sales in 1994. In this position, he expanded the Sandler® brand in the marketplace, secured additional large sales training clients, helped franchisees close deals with their own clients and laid the foundation for scaling Sandler’s sales, implementation and delivery processes. As part of his strategic positioning, Mr. Mattson capitalized on rapidly advancing technologies in 2001 to create an e-strategy, the central component of which is Sandler’s digital library. The library became the firm’s most profitable revenue stream, increasing earnings by over 65 percent.
Since joining Sandler Sales in 1988, Mr. Mattson has guided the firm to its position as a global provider of sales and management training with over 250 operating units in 25 countries. Under his leadership, the company has also been recognized four times in the Top 20 Sales Training Companies by TrainingIndustry.com, and nine times by Entrepreneur magazine’s “Franchise 500” as the number-one sales training company in the United States.
Mr. Mattson joined Sandler Sales Training as Vice President of Operations after meeting Sandler’s founder, David Sandler, and embracing his philosophies on sales management and training. During this time, Mr. Mattson developed programs designed to enable the success of Sandler’s franchisees and increased franchisee retention by 60 percent.
Sandler Sales Training named Mr. Mattson its CEO in 2007. During his years as CEO, revenue from the company’s Global Accounts Division has increased by 53 percent, international revenue by more than 145 percent and total company revenue by 35 percent. Business not only remained stable through the recent recession but, in fact, experienced an increased profit margin. Mr. Mattson has served on Sandler’s Board of Directors since 1995. During his tenure with the company, he has been quoted extensively in national industry magazine and newspaper articles including those running in Forbes and The Wall Street Journal. He has also written four books: “Magical People Skills,” “Five Minutes with VITO,” “The Sandler Rules” and “Sandler Success Principles.”
FROM THE WALL STREET JOURNAL BESTSELLER
All prospects lie, all the time. Never ask for the order. Get an I.O.U. for everything you do. Don t spill your candy in the lobby.
Until now, these unique rules (and 45 more) were given out only to Sandler Training clients in special seminars and private coaching. After three decades of proven success, the secrets are out in The Sandler Rules. And when salespeople know the rules, they get results.
Early in his sales career, David Sandler observed that some salespeople work hard and struggle for every deal, while others consistently, and almost effortlessly, uncover new opportunities and close sales. Why is it, he wondered, that two salespeople selling the same product in the same market can have such different results?
Are great salespeople born with a special gift--perhaps the right personality? Were they better educated? Did they have more experience? Were they just lucky to find themselves in the right places at the right times with the right people? No, they simply understood human relationships.
Using Eric Berne's Transactional Analysis, Sandler devised a selling system and distilled forty-nine unforgettable rules that are frank, sometimes fun, and always easy to put to use. Sandler Training CEO David Mattson, coauthor of Five Minutes with VITO, delivers this fresh and often funny guidebook, filled with real-world tactics for successful prospecting, qualifying, deal-making, closing, and referral generation.
In the first week of release, the Amazon ranking of The Sandler Rules shot to:
#1 in the Sales and Selling category
#2 in Hot New Releases--business books
#3 in business books