INSIGHTKnow Whether Your Team Can Execute Your Growth Plan
Stop managing on gut feel. An assessment and dashboard tool that helps you understand your people while driving your growth strategy. Not a training program: a decision-making tool.
You're Managing Your Team on Gut Feel
What we hear from owners and leaders before they run INSIGHT.
INSIGHT turns assumptions into clear, objective information about your people.
Will Your Growth Strategy Work With the Team You Have Today?
INSIGHT gives owners and leaders, across any industry, real answers to the questions that used to be guesswork.
of the firms we've assessed found their growth strategy would not succeed with their current team as built.
Source: Mattson Enterprise, Inc. INSIGHT client assessments.- Can my people close? Do they have the ability to prospect and bring in new business?
- What's my realistic growth projection based on the team I have?
- Can my people grow and qualify for larger roles as we scale?
- Considering a merger or acquisition?INSIGHT becomes a due-diligence "book of insight" on the people you'd be acquiring.
Built for Decision-Makers
Business Owners
Who need clear insight into whether their team can support the company's growth strategy.
Senior Leaders
Deciding whether to hire, develop existing talent, restructure roles or pursue acquisitions.
Sales Organizations
Wanting to improve performance, strengthen pipeline and drive predictable revenue growth.
Mergers & Integrations
Companies that must quickly understand how well existing talent fits new structures and roles.
Three Powerful Views
Your team completes an in-depth assessment. The results are compiled into a group report and loaded into the dashboard.
Group Analysis
Understand overall team strengths and performance trends.
Individual Score Detail
In-depth insight into individual competencies and growth potential.
Team Comparison
Visual radar mapping to align existing and potential teams for success.
Three Layers, One Clear Picture
The KARE model shows how your team manages and grows revenue, role alignment shows who belongs where, and 20 core competencies show the behavior behind the numbers.
The KARE Model: the DNA of sales performance
Keep
Retention is the foundation of predictable growth: who maintains relationships and prevents churn.
If you can't keep clients, everything else gets more expensive.Attain
Your new business engine: prospecting consistency, discipline and pipeline creation.
Who's actually driving new revenue?Recapture
The most overlooked, highest-ROI area: re-engaging dormant accounts and lost opportunities.
You already paid to acquire these relationships.Expand
Maximizing existing relationships: upselling, cross-selling and proactive account development.
Are you fully capitalizing on clients already in your book?Role alignment: Hunter vs. Farmer
One of the biggest blind spots in organizations: expecting everyone to do everything well.
Hunter
Driven to prospect and pursue new business, energized by rejection and challenge, creates pipeline and opens doors.
Farmer
Focused on relationship management, expands and nurtures existing accounts, builds long-term client value.
The behavioral layer: 20 core sales competencies in 6 sets
Retaining and growing existing client relationships.
Growing accounts by uncovering additional needs and revenue.
Leading prospects to a decision, confident through objections.
Quickly determining fit and disqualifying poor opportunities early.
Generating new business through prospecting and pipeline building.
Desire and discipline to continuously improve and adapt.
What INSIGHT Revealed
Real findings from recent INSIGHT reviews, and the decisions they led to.
Found the missing role
One wealth management team was great at building rapport and qualifying, but INSIGHT showed no one besides the owner who could close. Her next hire became a closer first, a prospector second.
Of opportunity being captured
One practice learned it had hunters and closers but almost nothing in between, and its owner estimated the team was capturing only about half of its opportunity.
Fit checked before the offer
Before hiring a lead advisor, one firm learned the candidate's pattern was "classic for a relationship account manager, not a hunter-closer," and planned her role around that.
He challenged me to think at a different speed and scale — helped mold what today is now the back to back #1 Chairman’s winning firm in the National Life Group Affiliated Channel.Richard Donado, CLU, ChFC, RICP
Glenn’s guidance has been invaluable in helping us build a clear organizational chart, successfully hire a key team member, and approach decision-making with a strategic mindset.Rico Piatelli, Private Wealth Advisor, Baystate Financial
Meet Glenn Mattson
President, Mattson Enterprise, Inc. · INSIGHT Lead
Glenn has spent more than 30 years helping salespeople, financial advisors and business owners get past the obstacles between them and their own definition of success.
His approach is simple and direct: understand your "Why" and the "How" gets easier. He compares where you want to be with where you are today, then builds the skills, habits and accountability to close the gap.
Under his leadership, Mattson Enterprise has been recognized by Sandler as a top 1% office worldwide.
- Top 1% Sandler Office Worldwide
- Sandler Pinnacle Award
- 30+ Years Training Sales Professionals
- Keynote Speaker
Questions About INSIGHT
What is INSIGHT?
INSIGHT is a talent alignment and growth strategy tool from Mattson Enterprise, Inc., a Sandler Training franchise. It combines an in-depth team assessment with a dashboard so owners and leaders can see whether their people and competencies can execute their growth strategy. It is a decision-making tool, not a training program.
What does INSIGHT measure?
INSIGHT evaluates 20 core sales competencies grouped into six sets (Keep, Expand, Close, Qualify, Attain and Growth), uses the KARE model of Keep, Attain, Recapture and Expand, and shows role alignment such as Hunter versus Farmer.
What are the three INSIGHT dashboard views?
Group Analysis shows overall team strengths and performance trends, Individual Score Detail shows each person's competencies and growth potential, and Team Comparison uses radar mapping to align existing and potential teams.
Who should use INSIGHT?
Business owners, senior leaders, sales organizations, and companies going through mergers or integrations who need to decide whether to hire, develop, restructure or acquire.
Can INSIGHT help with a merger or acquisition?
Yes. INSIGHT becomes a due-diligence book of insight on the people you would be acquiring, showing how well existing talent fits new structures and roles.
Is INSIGHT only for financial services firms?
No. INSIGHT works for owners and leaders in any industry, not just financial services.
How do I get started?
Send a note through the contact form on this page or call 631-726-3537. The team follows up within 1–3 business days.
Transform Potential Into Performance
Contact us to learn how INSIGHT can elevate your business. Send a note and we'll follow up with next steps.
- 1Send us a noteShare a few details in the form.
- 2We follow upOur team reaches out within 1–3 business days.
- 3See your team clearlyWe'll map how INSIGHT fits your growth plan.
Prefer to talk now? Call us at 631-726-3537.
Want the research first? Get the executive briefing →
Source: Mattson Enterprise, Inc. INSIGHT client assessments and reviews.