183: The Road to Excellence: Featured Interview with David Mattson • My Quest for the Best with Bill Ringle

President and CEO of the Sandler Organization

Bill Ringle and Dave Mattson discuss some of the crucial blind spots to building a successful business, as well as the 6 phases of the Excellence Process: Planning, Positions, People, Processes, Performetrics, Passion.

Key points that you’ll learn from this interview:

Growth is continuous, so training to succeed should also be continuous
You have to become comfortable talking about money to reach higher levels of success as a small business owner
Surprising how many companies fail to take advantage of creating an onboarding playbook for success and the many forms it can take
How a sales manager can successfully link an employee’s personal and corporate goals
The 6 P’s in the Excellence Process

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2:14 How his grandfather inspired Dave to have a strong work ethic.

3:55 “I came from a family of non-sales people.”

5:26 The importance of putting your own personality into sales.

5:39 How Dave started working with David Sandler.

7:09 Characteristics of entrepreneurs who need outside help

8:04 Why it’s essential for a team of sales people to use the same sales language.

9:54 How to recognize when you have a blind spot and what to do about it.

10:30 “Being an entrepreneur, it’s a lonely business.”

11:10 “People will work harder for themselves than they will for you.”

12:06 “In order to link the corporate goal to the personal goal, you should sit down and have a conversation that would look something like this.”

14:09 “Do you know the top 2 or 3 goals for the people who work for you? If not, you have a blind spot.”

15:21 “If you’re working on the business it’s really tough to work on the business.”

15:45 How having best practices allows your employees to mimic success.

17:06 “If someone’s stepping into that role, i want them to produce at the same level as the person who’s leaving that role.”

17:17 The 6 “P’s” in the excellence process.

18:19 “Where I want to be then affects where the company will be.”

22:12 How to set up your company’s practices so that if the leader or a pivotal employee leaves, the company isn’t paralyzed.

24:31 The Lightning Round

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Expert Bio

David Mattson is the CEO and President of Sandler Training, an international training and consulting organization headquartered in North America. Since 1986, he has been a trainer and business consultant for management, sales, interpersonal communication, corporate team building and strategic planning throughout the United States and Europe. A Wall Street Journal bestselling author, his new book is The Road To Excellence: 6 Leadership Strategies To Build a Bulletproof Business.

For more information, visit David Mattson’s website.