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Company: Valpak, Largo, FL
Company Description: Valpak is one of the leading direct marketing companies in North America and deliver savings to nearly 46 million homes monthly. Annually, Valpak distributes 20 billion offers inserted in nearly 530 million envelopes. In addition, Valpak.com®, an online site for local savings, has over 20 million offer views each month. Cox Target Media is a subsidiary of Atlanta-based Cox Enterprises.
Nomination Category: Best Individual Performance
Nomination Sub Category: Sales Education Leader of the Year
Nomination Title: David Szen, Vice President Training and Development, Valpak
How many people are in your organization's entire sales department?
1,200
What were your organization's sales during the eligibility period? If this figure is confidential, simply enter "Confidential" in this space:
Confidential
Describe the nominee's top 3 accomplishments during the eligibility period (up to 100 words):
Created 2-day training module to help sales reps improve client retention
rates. As of 4th quarter of 2007, 180 reps took the class and early data
shows marked improvements in related metrics.
Designed a program to interview and videotape current Valpak clients. The
questioning model provides sales reps with a vivid outline to reference when
talking to prospective clients. Data from interviews has been infused
throughout training curriculum.
Contributed to a broad range of publications, blogs, audiocasts, and
Webcasts. David has also implemented online training tools to make resources
easily accessible by remote Valpak sales offices.
List the nominee's top 3 lessons learned during the eligibility period (up to 100 words):
Years of experience does not equal superior sales skills. Top reps often
inherit business only because they outlast other salespeople.
Input and endorsement throughout a franchised company is necessary to maintain
a consistent message throughout the organization. Advisory boards and focus
groups aid in accomplishing this goal.
Sales managers are the key to an organization’s growth. Providing
communications channels, such as online tools and scheduled meetings 3 or 4
times a year, can do wonders to maintain a consistent message throughout the
organization.
Briefly describe the qualities that distinguish the nominee from other Sales Education Leaders (up to 100 words):
Valpak sales representatives’ experience range from entry level to over 30
years of experience. David crafts messages and programs appealing and
meaningful for all.
David isn’t a text-book Sales Education Leader – he is a street-smart leader
who spends time in the field with Valpak clients to better deliver their wants
and needs.
David embraces the need to upgrade sales reps’ skills. With helpful tools
such as quarterly CD’s to 800 sales reps and leadership classes for Sales
Managers, David consistently sets the pace for sales excellence.
Provide a brief biography of the nominee (up to 100 words):
David joined Valpak in July of 2003 as Director of Sales Training &
Development and was promoted to Vice President of Sales Training & Development
in May 2006. He is responsible for bringing a more consistent and strategic
process to selling Valpak in a very competitive marketplace, and overseeing
the curriculum for all major training events. David and his training team
have been responsible for creating numerous sales rep training and leadership
development programs. He has a Bachelors' degree in Business
Administration/Marketing from The University of Buffalo.
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