Rethinking Sales Management

With so much having changed in the marketplace, it's probably time to rethink every element of sales performance and sales management. Dave Fellman is a thought-leader in both management strategy and compensation strategy. In this fast-moving session, he will show you how to build a sales team that is well-equipped for both the present and the future. You'll learn how to improve the performance of your current salespeople, and how to make better hires in the future. Learning Objectives:

How to assess your current salespeople against the optimum Sign Sales DNA
How to train necessary skills, and motivate better attitudes
How to set and manage by measurable objectives and by equally measurable subjectives
That "money talks," and how to make your sales compensation say what you want it to say, rewarding and reinforcing the behavior and performance you're looking for and discouraging bad habits and attitudes.

Topic(s): Sales
Presenter(s): David Fellman
Session#: ISA2301-20
Session Length: 60 minutes
Program: 2023 ISA Sign Expo
Date: Apr 13, 2023

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David Fellman

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Rethinking Sales Management

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Presenters

David Fellman

Resources

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