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:
Redeem Your Sandler Class Crash Offer:
Just message a nearby Sandler Training Center and say “I listened to Dave and Bill on the My Quest for the Best podcast, and I want to crash a class!”
Thanks so much for this generous offer, Dave!