Sales Management: Finding and Keeping Good Salespeople Presented by Dave Fellman, President of David Fellman & Associates

“As I look at the industry,” the printer said, “I see great things being done on the production end. We have fantastic capabilities. We’re just not very good on the selling end, or at sales management. I think most of us struggle with finding and keeping good salespeople.” It’s an age-old problem. Where do you find good salespeople and how do you keep them? Obviously there's more to finding good salespeople than running an ad in the paper or on monster.com, and just as obviously, there's more to keeping them than fair compensation.

You’ll learn how to profile the ideal candidate for your sales position, how to “network” for candidates who aren’t even looking for a job right now, the right questions to ask in the interview stage, how to test for the most important “success factors”, and how to build loyalty that goes beyond compensation. Don’t continue to make hiring mistakes — or motivational mistakes! This webinar will unlock tow of the most important “secrets” of sales management.

Presenter: Dave Fellman

Dave Fellman is the president of David Fellman & Associates, a sales & marketing consulting firm serving numerous segments of the graphic arts industry. He's a popular speaker who has delivered keynotes and seminars at hundreds of events across the United States, Canada, England, Ireland and Australia. He is the author of "Sell More Printing" (2009) and a senior contributing columnist for Quick Printing magazine for more than 20 years. His articles on sales, marketing and management topics have also appeared in Wide-Format Imaging magazine in the United States, Graphic Monthly in Canada, Image and OnDemand magazines in Australia, African Printer, New Zealand Printer, and a variety of other publications around the world.

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