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The Ruby Group | Akron and Columbus, OH

Dave Mattson

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.

In this episode of Selling the Sandler Way, Dave Mattson, the President and CEO of Sandler Training explores the top sales challenges and how to overcome them with Mike Ross, a Sandler Trainer.

You know drama is one of those things that bring TV ratings. Everybody loves drama. Everybody loves to watch reality TV these days cause it's a freight train about to happen but we can't turn it off. People are attracted to drama. Just the natural way it is. But you don't want drama at your workplace. Drama is poison. 

Rule #6: Create self-sufficiency. Don't fix but explore. You know as sales leaders, how many times in a given week do people come in and say, "I've got a big call tomorrow. What would you do, Dave?" Intuitively, I know what to do, and every ounce of my being wants to say, "Do this, this, this and this." But the problem with that is that they didn't connect the dots. 

You and your team worked hard to land a new account and the prospect went with someone else. What now? If you’re at a loss for what to do next, below are five actionable items that you can implement with your team.

Rule #5: Eliminate miscommunication. What was said? What was heard? Check before you respond. You know, every person has three recorders that were taping since they were born. We have a Parent, an Adult and a Child. Three roles that we still have today if you think about it. But these tape recorders were starting and stopping at different times. And it affects how you interact with your team and how your team interacts with their sales force, even today.

Rule #4: Become a servant leader. Put the needs of your team first. In today's world, often times we've got to make sure that with all the things going on we're ultimately judged based on is our team producing? You're the leader. Senior Execs aren't looking around saying; "Hey, person number one, person number three." No. They look at you and say; "Is your team producing?"

Sales enablement is the idea – and follow me here – that all employees who interact with clients should have the tools and are able to do so easily, consistently, and effectively.  To empower your employees to do this, there are three major areas of focus to consider: Tracking and AnalysisTechnique/Training, Technology and Tools. If you can incorporate a system that excels at bringing your employees through all three of these phases, you will be well on your way to enabling a successful team.