• Sales Assembly

Fireside Friday with Jim Mattei

This is our interview with Jim Mattei, Sales Management Development Specialist at Sandler Training. You can follow Sandler at @SandlerTraining.

Sales Assembly: Give us your quick background in sales:

Jim: I've worked in sales and sales management over the past 23 years. I started as a client at Sandler Training in 1996. It was there that I found my passion and success in selling and coaching. That passion has led me to what I do today which is training and coaching the Sandler Sales process.

Sales Assembly: What's your biggest accomplishment in sales or sales leadership?

Jim: Being a part of the growth and development of one of the fastest growing tech companies here in Chicago. I give most of the credit to the people who drove Sandler in that organization. It's fulfilling to see a company that is absolutely committed to the Sandler hiring and selling process. With that kind of commitment, success is guaranteed.

Sales Assembly: What's the best piece of sales advice you ever got?

Jim: When you're in a sales meeting and your gut tells you to bring something up (elephant in the room), bring it up!

Sales Assembly: What's the biggest challenge facing a sales rep today, and how would you recommend they overcome it?

Jim: The biggest challenge is themselves. Most sales people wing it. They don't have a process for selling. Find a process or you will default to the prospect's system for buying.

When I say wing it, I mean most salespeople show up, do some unpaid consulting and then spend the next 9 months chasing them. They also have no idea of their blind spots. What holds them back from being more successful.

Go find a coach and have them run some assessments to find out in what areas do you need to work. Do you have "need for approval"? Do you have difficulty discussing money? Do you have self limiting beliefs that hold you back? Where at your skills weaknesses? Hunting? Qualifying? Closing? Account Management?

Sales Assembly: Do you currently have a sales mentor, or have you ever? If so, what did they teach you?

Jim: Being in the Sandler Network I have a number of mentors. They are some of the best sales people in the world. I would say collectively the thing I have learned is..."if you think you know it all, you're fooling yourself". They lead by example. They are constantly working on improving themselves.

Sales Assembly: What's the best sales book you've ever read? What are you reading now?

Jim: Best book: You Can't Teach A Kid To Ride A Bike At A Seminar. Reading Now: Scaling Up

Sales Assembly: What's the best advice you'd give to someone just starting a career in sales?

Jim: Find the best salespeople at your company and figure out what they do. Success leaves clues.

Sales Assembly: Do you see any interesting future trends as it pertains to sales?

Jim: It's definitely the impact of technology for me. I'm fascinated by all the technology out there that can help salespeople be more effective at what they do. For example, Crystal Knows can figure the DISC style of anyone with whom you need to communicate. That's a huge advantage from a bonding and rapport standpoint for a salesperson using it.


Join thousands of your peers who receive our weekly email with sales insights, news & events.

Find us at 1871

222 W. Merchandise Mart Plaza

Ste. 1212

Chicago, IL 60654


© 2020 by