Sales Management: Compensation That Works!
It’s a sad fact that most sales compensation plans don’t work very well. You want yours to motivate your salespeople to high performance, and it’s sometimes hard to understand why the opportunity to earn more money doesn’t do that. It turns out that the “voice” of the money often isn’t clearly understood. This seminar is based on the principle that “money talks,” and it will show you how to make the money say what you want it to say, rewarding and reinforcing the performance you’re looking for.
Sales Management: How To Hire A Winner
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, 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.This seminar will teach you where to look and exactly what to look for.
Keynotes and Seminars
Here are expanded descriptions of several of the most popular segments:
Dave Fellman is unique among your many choices for a keynote speaker. He was a highly successful sales & marketing speaker/trainer/consultant with hundreds of speeches and seminars to his credit, long before surviving the airplane crash which provides the core of this dynamic keynote address. He has a proven ability to connect with an audience, and over the past 25+ years, he has helped tens of thousands of small business owners and employees to maximize their potential.
In 1999, while piloting his own his own single-engine airplane, Dave was confronted with an in-flight engine failure. He immediately implemented the aviator’s emergency mantra...Aviate, Navigate, Communicate: maintain control of the airplane, pick an emergency landing site and fly toward it, and communicate with any internal and/or external resources who might be able to help. The story of his glide toward safety—and of the actions he took when a construction vehicle pulled out from nowhere onto his intended touchdown site—will hold your audience riveted to their seats. The story of how he recovered from his injuries will teach them something about the value of hard work.
But that’s not the only "moral" of this story. The real lesson is in the way Dave ties Aviate, Navigate, Communicate to the challenges of modern business and modern life. No matter how bad your situation may seem, he’ll explain, the best strategy is to Aviate (maintain control of the things you can control), Navigate (determine the direction toward a better situation and make and follow a plan to get there), and Communicate (with family, friends, employees, co-workers, customers, or any other any internal and/or external resources who might be able to help.) This is an important message, delivered by a speaker who has truly "been there!"
David Fellman & Associates
107 Linecrest Court, Cary, NC 27518
(919) 606-9714 (mobile)
This presentation, which works as either a keynote or a breakout session, is drawn from The Small Business Book: 10 Ways To Improve Your Small Business. In the book, Dave covers each of these 10 strategies in detail. In a 60-90 minute timeframe, he can cover all 10 in “highlight mode” or 4-6 in detail. You can decide on the program that best meets your programming needs and your members’ needs and interests. Here are the 10 strategies:
Customers and prospects are really pretty predictable in terms of the objections and obstacles they raise. This seminar will introduce strategies for handling the most common initial objections most salespeople run into, and several more “later stages” objections, including the price objection. In that segment, Dave Fellman will explain how to negotiate more effectively, exploring the three fundamentals of this advanced selling skill.
Learn how to respond to:
How Full — And How Strong! — Is Your Pipeline?
You have some good customers, but do you really have enough of them to get beyond your current income level, to make the kind of money you really want to make? Here’s an equally important question, do you have enough prospects in your pipeline to ensure that you’ll get where you want to go, and sooner rather than later? This session will prepare you to build and strengthen your pipeline, teaching you who to prospect and how to prospect for maximum success in the modern marketplace.
Networking in the 21st Century
Much of the “buzz” in the sales community these days is about Social Media Networking. There’s no question that these networking opportunities have potential, but how do you make them work for you, and are they really any better than “traditional” networking techniques? In this program, Dave Fellman will explain that the most important part of networking has always been the working part, and he will teach you how to make the most of all of your networking opportunities.
Much of the “buzz” in the sales community these days is about Facebook and Twitter and LinkedIn, but Dave Fellman believes that the best thing a salesperson can do right now is to re-focus on the fundamentals. “Everyone seems to be looking for a new way to sell,” he says, “because the perception is that the old way isn’t working. It’s not that the old ways don’t work, it’s just that most salespeople don’t execute the fundamentals very well.” Dinosaur Wisdom is a very modern presentation of those fundamentals, and this program will either teach or remind you and your sales team how to sell yourself and your products more effectively.
Dave Fellman is the author of Listen To The Dinosaur, which was listed by Selling Power magazine as one of its "10 Best Books To Read" in 2010.
How To Get More Value From Your Customers
According to Dave Fellman, each of your current customers provides you with three distinct levels of value. First is the value of what they’re buying from you now. Second is the value of what they could be buying from you. Third is the value of influence, or the ways in which current customers can help you to build new business relationships. In this fast-moving seminar, he’ll explain how to maximize the value of more of your customers, increasing your sales and profits!
With so much having changed in the marketplace, it is 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 help you to understand that any “sales problems” you have are really management problems — and they’re usually problems that can be solved!
What The CFO Should Know About Sales & Marketing
It’s been said that “sales guys” and “numbers guys” come from different planets, and from a pure personality perspective, that may be true. From a “we need to make this business profitable” perspective, though, Sales and Finance must be able to communicate, and Finance must provide the correct checks and balances to ensure profitability. In order for that to happen, the “numbers guys” have to understand the mechanics of sales and marketing, and that’s what this program is all about.
Time Management and Organization are subjects that represent a lot of talk but not a lot of action among typical salespeople. In this program, Dave Fellman will present real-world time management and organizational strategies, and explain how to improve sales performance by prioritizing and putting everything in its proper place. Time is money, and it is all to often wasted!