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The Ruby Group | Akron and Columbus, OH

Dave Mattson

Rule #16: Follow the four Goldie Locks steps. Use middle ground management as your strategy. We have two different types of managers if we go to extremes. We've got those who are detail oriented, and they're looking over your shoulders, and they're micro-managers. Micro-managers create an environment where people are afraid to act on their own, where they're afraid to take that next step. That's not a good place to live. 

Rule #15: People work harder for their reasons than they do yours. Motivate the individual to hit the corporate goal. Here's what this means. We all have kids, and when you want a kid to play an instrument because you love the instrument and you want them to be successful, you push, push, push. If they don't have the passion, confidence, and conviction that that's what they want to do, they end up not doing it. You spend a lot of time and energy having them live through your eyes, and the same thing holds true with corporate goals.

Rule 14: Risk failure to achieve growth. I-10's learn from failure. Wow, I'll tell you what. This rule is action packed with Sandler philosophies and tactics. First of all, we have to embrace failure. Everyone's going to fail. You failed when you were a kid learning how to ride a bike. We fail in all the different roles that we have throughout the day.

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.