Group & Industry News

What does it take to be successful at office products sales? Is it a matter of skills, or attitudes, or experience, or personality traits? Dave Fellman, who will be one of the featured speakers at EPIC 2016 is conducting The Office Products Sales DNA Project in advance of EPIC, a research study to determine the most important “sales success factors” for our industry.

Fellman is a sales management consultant and author of Listen To The Dinosaur, which Selling Power magazine listed as one of its “10 Best Books To Read” in 2010. He comes from an office products industry background, having held sales and sales management positions with Rediform earlier in his career. His father worked in the industry for 35+ years, as a salesperson and partner in a “mom-and-pop” and then a large commercial firm.

We strongly encourage you to participate in the study, in which you’ll be asked to consider a list of 20 success factors which Fellman has identified, and to rate them in importance. The study is open to salespeople, sales managers and dealer principals, including owners and managers who have no direct sales responsibilities themselves. The goal is to identify both what salespeople think is important, and what management thinks is important, and ultimately to get everyone on the same page. The results of the study will be highlighted in Fellman’s presentation at EPIC 2016, and all participants will receive a complimentary copy of the comprehensive report

Here is a link to the study site. It should take no more than 10 minutes to complete the survey. Please pass this along to your sales team and management team and ask them to participate as well.