Dave Mattson

In an article originally published at Forbes.com for the Forbes Business Development Council, Sandler CEO and President David Mattson details the modern buyer’s journey.

This article’s title is intended as the highest possible compliment. If you’re a sales leader, and your team is producing, I really do believe that’s because of your ability to do what an air traffic controller does.

How do we break the cycle and set goals that stick? Here are seven powerful goal-setting tips we share with our clients that turn "resolutions" into results. 

This article focuses on the stages of the buyer’s journey that matter most to salespeople- Engagement, Consideration, Decision, and Advocacy. We must meet buyers wherever they are in this journey and not where we have traditionally started our own process.

Sales leaders are those who fulfill all the responsibilities of the job--supervision, training, mentoring, and coaching salespeople--while simultaneously interfacing with the rest of the organization in such a way as to support the achievement of the sales team's objectives.

There are a number of things that we can do to make sure that our Customer Relationship Management (CRM) tool is a great, salesperson-friendly resource, one that’s embraced by everyone on our team… as opposed to something that people dread using. Here are five simple tips that can help sales leaders in virtually any industry make that transition a reality.

Today I want to focus on what I believe to be the five most important skills a sales leader can develop over time to be successful in their role.

2022 will be a pivotal year for sales leaders. Here are four best practices we are currently sharing with our clients as they transition into 2022.

Human beings always have been and always will be driven to improve their own personal situation. As the leader, you must tap into that motivation.

A big part of the sales leader’s job is to determine the measurable behaviors that will lead to success for a given salesperson, and to evaluate the numbers that connect to those behaviors.