Join Dave Fellman for this session on Sales Management. You've decided that it's time to hire a salesperson, either to open new territory, or to replace a salesperson who's leaving (or being discharged!) This can be an exciting time for your company, but it's also a dangerous time. You want to hire a top performer, not an underachiever who'll cost you time and money and never deliver a return on your investment. There's a lot more to hiring a winner than just running an ad in the paper or on monster.com. Learn how to profile the ideal candidate for your sales position, ask the right questions in the interview stage and test the most important success factors.
David M. Fellman is the president of David Fellman & Associates, a sales & marketing consulting firm serving numerous segments of the graphic arts and promotional products industries. He is the author of Sell More Printing (2009) and Listen to the Dinosaur (2010), which Selling Power magazine listed as one of its “10 Best Books to Read in 2010." His articles on sales, marketing and management topics have appeared in a variety of industry publications, and he is a popular speaker who has delivered seminars and keynotes at industry events across the United States, Canada, England, Ireland and Australia.