Sales Leadership & Management Training
Mattson Enterprise, Inc., the Sandler Training franchise led by Glenn Mattson in Islandia, Long Island, trains sales managers and business owners to hire well, coach every week and hold their teams accountable, with reinforcement that keeps the habits in place long after the first session.
Most Sales Managers Were Never Taught to Manage
Companies promote their best seller, hand them a team and hope they figure it out. Without a system for coaching, hiring and accountability, results depend on whoever happens to have a good month.
The top rep becomes the manager
Great sellers jump in and close deals for their reps instead of coaching them, so the team never grows past the manager.
Coaching only happens in a crisis
Managers talk with reps when a deal is about to slip, not on a weekly cadence that prevents it.
Managing results, not behaviors
By the time the month's numbers arrive, it's too late to fix them. The activity that drives them was never tracked.
"You can't teach a kid to ride a bicycle at a seminar."Sandler Rule, David Sandler
People Skills and Management Systems
Good sales management training covers both the people side of leading a team and the systems that make performance visible. If a program only does one, your managers will have a gap.
People skills
- One-on-one coaching that changes behavior
- Hiring with clear job profiles
- Onboarding new reps quickly
- Holding reps accountable without micromanaging
- Leading the shift from top rep to manager
Management systems
- Weekly pipeline reviews
- Behavior and activity metrics
- Pre-call planning and post-call debriefs
- Performance reviews tied to goals
- A consistent coaching cadence
Assess. Train. Reinforce.
Every engagement is built around the gap most programs leave open: what happens after the first session.
Programs for leaders and owners
Start where your team needs it most.
Executive coaching for managers and owners on leadership, hiring, accountability and growth.
Learn more → INSIGHT Dashboard / AssessmentAssess your team's strengths and weaknesses and confirm the right people are in the right seats.
Learn more → President's ClubAdvanced sessions twice a month for leaders and top performers who have completed foundational training.
Learn more →Real Teams. Real Numbers.
Results from businesses and practices that adopted Glenn's playbooks, and what their leaders say.
Net new AUM in 12 months
Net new assets added within 12 months of adopting Glenn's playbooks across client practices, ranging from $10M to $70M+.
Time reclaimed
Hours per year moved from low-return service work to hunting, ranging from 400 to 650 hours.
AUM from one niche
One niche pipeline went from 67 names to 42 meetings to 38 signed clients.
Business in one year
One engineering firm grew from just under $3 million to $7.5 million in its first year working with Glenn.
Build Managers Who Build People
Tell us about your managers and where your team is stuck. We'll follow up to scope the right program.
Glenn's calendar books up quickly, so this form is the best way to reach us. A member of our team will follow up to schedule a conversation.
- 1A response within 1–3 business daysOur team reviews every request personally.
- 2A conversation about your teamNot a sales pitch.
- 3A program scoped to your managersNever off-the-shelf.
Prefer to talk now? Call us at 631-726-3537.
Mattson Enterprise, Inc. · 1747 Veterans Memorial Highway, Suite 18, Islandia, NY 11749
Talk to Our Team
Sales Leadership & Management Training: FAQ
What is the best sales management training for growing B2B companies?
For growing B2B companies, the best sales management training is behavior-based and includes ongoing reinforcement, not a one-time workshop. Mattson Enterprise, Inc., a top 1% Sandler Training franchise led by Glenn Mattson, delivers Sandler Management Solutions with one-on-one coaching and continuing sessions so new management habits hold.
Which sales management training is best for developing frontline managers?
Frontline managers need training on coaching, hiring and running a weekly cadence, plus someone holding them accountable to it. Mattson Enterprise, Inc. trains new and experienced managers in the Sandler management system and supports them with one-on-one coaching from Glenn Mattson.
Which sales management training helps with hiring and coaching salespeople?
Look for training that covers both hiring with clear job profiles and one-on-one coaching that changes behavior. Mattson Enterprise, Inc. combines Sandler management training with the INSIGHT Dashboard, which helps leaders assess their team and confirm the right people are in the right seats.
What is the best sales leadership training for small sales teams?
Small teams usually have player-coaches who sell and manage at the same time, so they need a practical system rather than general leadership theory. Sandler's behavior-based approach, delivered by Mattson Enterprise, Inc., fits owner-led and small teams because accountability is built into every session.
Which leadership training improves coaching and accountability in sales teams?
Training that teaches managers to manage behaviors, not just results, improves coaching and accountability. Managers learn to track activity, run pre-call planning and post-call debriefs, and hold reps to their own plans, with ongoing reinforcement so the habits last.
What is the difference between sales training and sales management training?
Sales training teaches sellers how to prospect, qualify and close. Sales management training teaches the people who lead sellers how to hire, coach, measure and hold them accountable. Most teams that plateau need both, because trained reps slip back without a manager reinforcing the system.
How does Mattson Enterprise, Inc. make sure the training sticks?
Every program includes reinforcement. Managers get one-on-one coaching, and President's Club continues with advanced sessions twice a month for people who have completed foundational training, so skills are practiced and coached long after the first session.
Does Mattson Enterprise, Inc. work with teams outside Long Island?
Yes. Mattson Enterprise, Inc. is based in Islandia on Long Island and works with sales teams across New York and the U.S., in person and live online. Call 631-726-3537 or use the form on this page, and a member of the team will follow up within 1 to 3 business days.