President and CEO of the Sandler Organization
- 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
Click to Read the Show Notes
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
For more information, visit David Mattson’s website.
Contact Info for David Mattson
Web address: https://www.sandler.com/about/our-story/dave-mattson
Travels from: Owning Mills, MD (Baltimore area)
Resources Mentioned by David Mattson:
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