Lead a Team That Beats Quota
Without Doing it For Them
Most sales leaders don’t need to work harder. They need structure, clarity, and accountability.
Lead a Team That Beats Quota
Without Doing it For Them
Most sales leaders don’t need to work harder. They need structure, clarity, and accountability.
Your Team Not Hitting Numbers?
Effort is not the issue for many sales leaders. If you’re exploring coaching, then I can already tell it’s not an effort problem.
It’s a process problem. With the MDF 6-Step process that I’ve developed as a sales manager, I’ll give you a framework to help your team succeed.
MDF 6-Step Management System
Step 1: Analyze the Current Situation
Map your current sales process and stages, identify where deals stall, and define enter and exit strategies for each stage. You can’t manage what you don’t understand. At this stage, understanding what the customer actually wants is a crucial step.
Step 2: Define the Role
Most managers assume everyone knows their job. They don’t. Defining the behaviors and outputs that allow every member of the sales team to understand what their daily activities should entail.
Step 3: Set the Standard
Good is relative unless you define it. Without a standard, the mess reps can quietly drag down the culture and performance of an entire team. Establish a clear picture of what excellent performance looks like and why it matters.
Step 4: Assess the Team
Using my framework, I’ll help you map out the strengths and gaps of each member of your team. From there, you’ll be able to successfully and consistently evaluate who is a strong fit, who needs development, and who may not belong on the team.
Step 5: Coach to the Next Level
Let’s get your people better! This comes from 1 of 3 ways: coaching people to do more of what they are good at, help team members improve a specific skill set, or remove the daily obstacles that keep your sales team members from doing their best work.
Step 6: Build the Rhythm
Lock in 1-on-1s, pipeline reviews, and accountability checkpoints. Using my tips for bringing intentionality to these individual meetings, a meeting cadence is where your management system will live or die.
MDF 6-Step Management System
Step 1: Analyze the Current Situation
Map your current sales process and stages, identify where deals stall, and define enter and exit strategies for each stage. You can’t manage what you don’t understand. At this stage, understanding what the customer actually wants is a crucial step.
Step 2: Define the Role
Most managers assume everyone knows their job. They don’t. Defining the behaviors and outputs that allow every member of the sales team to understand what their daily activities should entail.
Step 3: Set the Standard
Good is relative unless you define it. Without a standard, the mess reps can quietly drag down the culture and performance of an entire team. Establish a clear picture of what excellent performance looks like and why it matters.
Step 4: Assess the Team
Using my framework, I’ll help you map out the strengths and gaps of each member of your team. From there, you’ll be able to successfully and consistently evaluate who is a strong fit, who needs development, and who may not belong on the team.
Step 5: Coach to the Next Level
Let’s get your people better! This comes from 1 of 3 ways: coaching people to do more of what they are good at, help team members improve a specific skill set, or remove the daily obstacles that keep your sales team members from doing their best work.
Step 6: Build the Rhythm
Lock in 1-on-1s, pipeline reviews, and accountability checkpoints. Using my tips for bringing intentionality to these individual meetings, a meeting cadence is where your management system will live or die.
How I Help Sales Leaders Win
- Build a team that doesn’t rely on you to close deals
- Create clarity so your team knows what “good” looks like
- Build a pipeline forecast you can actually trust
- Run 1:1s that drive behavior, not just updates
- A simple system to hold people accountable
Companies I've Worked With
What are Sales Leaders Saying?
Sr. Sales Manager
Matt helped us map our sales process through the lens of how our customers actually buy, which was invaluable in a complex, multi-stakeholder environment. He built a practical tool that keeps my team disciplined and taking the right actions at the right times. His combination of strategic thinking and ability to make complex concepts simple has had a lasting effect on how I sell and lead. Highly recommend him to any sales organization looking to elevate performance and consistency.
Sales Manager
I worked with Matt about 6 months into my new role as a sales manager and it made a massive difference. He is great at cutting through the noise and giving you practical ways to handle the challenges of leading, coaching, and understanding the data behind your sales team. Would highly recommend working with Matt.
Founder & CEO
I found Matt via Mike Weinberg’s Podcast, Sales Simplified, and loved his matter-of-fact, confident approach to sales management. Working with Matt completely upgraded my confidence as a manager. With his help, I realized I had undertrained a newer rep, refocused that relationship, and she is now up 740% in sales YTD over last year. If you are considering working with Matt, you will not regret it.
VP Revenue
Matt helped me establish a framework and process for leadership that makes it simple to coach, lead, and measure success. He teaches an objective, data-driven approach that enables managers to lead with confidence. Having been in the seat himself, Matt guides you through situations that may be new to you with real experience behind it. He has become a trusted advisor who is always available when you need to bounce ideas or get a perspective. If you are thinking about leveling up your leadership skills, Matt is a fantastic resource.
Head of Sales
As a new manager I struggled mightily, or at-least that's what it felt like. Every day I would come in and put in extra hours, recruiting new people and training them, but I couldn't get anyone to stick for more than 30 days. Matt has been a massive help to my success as a leader. When we started working together, I was hitting 59% of budget, which was one of the worst performing stores in the country. Four months later, we finished with 133.6% of budget and fifth in the company.
VP of Enterprise Dental Sales
Matt has helped me in so many ways by helping me: understand my team, define the REAL ramp up period, define what metrics show progress, what our target client actually looks like, improving my 1-1's, and empowering me to feel more confident speaking on my teams activities and numbers.
Project Consultant/Sales Manager
I have worked with Matt for almost a year now. He has helped me identify problems and compile data to hone in on specific issues and come up with solutions to improve my team. Having someone to bounce ideas off of and make suggestions has been a main reason for my success as a manager and the success of my team.
Diagnostic Sales Manager
I've had the privilege of working with Matt for the past three months, and it has been a valuable experience. Matt has served as a mentor to me, offering guidance and insights that have positively impacted my role as a SaaS Sales Manager. If you are seeking a mentor who can provide a structured framework for sales team management while offering practical insights, I highly recommend considering Matt and his ATM approach.
National Sales Manager
Matt effectively gets me past the sales management status quo. He pushes me to think "what's really happening or needs to happen," a sales approach that really moved the needle by constantly looking at what is fact vs opinion. I Have found his objective way of coaching the difference maker that has helped me become a better manager.