Does Your Sales Management Training Place Too Much Weight on Reviewing Results?

Sales managers become misguided when they spend more time on results than on showing people how to get the results

Most Bank and Credit Union Sales Managers Are Off Course… One of the most frequent comments we hear from CEOs and senior execs at banks and credit unions is, “Our managers spend too much time on operational issues and reading sales reports... Read More | Share it now!

 

Posted in Blog, Sales Management, Sales Training Tagged with: , ,

Dump Outmoded Sales Training at Banks and Credit Unions – A Wells Fargo Lesson

Wells Fargo’s sales culture is broken. Read our blog post, Do You Have a Broken Sales Culture? High Definition Banking®

The unravelling of Wells Fargo’s sales culture is causing ripples throughout the bank and credit union industries. The bad press about their sales practices is alarming some banking execs who fear their organization could be painted with a broad... Read More | Share it now!

 

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How Your Staff is Sabotaging Their Sales Efforts

Sales staff in banks and credit unions can sabotage their sales efforts when questioning is abused. High Definition Banking®

Sales Questioning Gone Wrong in Banks and Credit Unions Many bankers misuse the questioning skill by not earning the customer’s trust and thus the right to ask the questions. Done skillfully under the right circumstances, “probing questions” can... Read More | Share it now!

 

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Do You Have A Broken Sales Culture?

Many bank and credit union execs don’t even realize they have a broken or stagnating sales culture. High Definition Banking®

Many Bank and Credit Union Sales Cultures Could Use a Makeover We recently gave a presentation and exhibited at CUNA’s Ops, Sales and Service conference in Las Vegas. Barb’s program, Is Onboarding the Beginning or the End? What Next in the Member... Read More | Share it now!

 

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How to Lose A Customer or Member With Two Common Blunders

It’s Not Relationship Building If Customers or Members Feel Ignored Boy are we fired up about this post! Last week The Financial Brand (one of the best blogs we know of for bankers) reprinted an infographic based on a study of 1,002 bank customers... Read More | Share it now!

 

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You Could Be Wasting Money on Cash Incentives

You Could Be Wasting Money on Cash Incentives Are you one of the growing number of executives questioning whether you’re getting the best return on cash incentives for employees? Does it seem like the more cash you give the less satisfied employees... Read More | Share it now!

 

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How Top FSRs Turn Outreach Calls Into Revenue Generating Opportunities

One of our credit union clients recently told us, “We need to be ‘reboarding’ existing members in addition to onboarding new ones.” Excellent Angela! It’s unfortunate that many banks and credit unions are missing... Read More | Share it now!

 

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Three Pitfalls That Will Sink Your Business Development Program

Many Business Development Programs Are Nothing to Write Home About Business development doesn’t come easily for most banks and credit unions. Often it’s a combination of poor or no training, absence of a structured and proven sales process and... Read More | Share it now!

 

Posted in Bank Sales Training, Banking Relationship Management, Blog, Credit Union Sales Training, Customer Relationship Management, Sales Training Tagged with: , , , , , , , , ,

Declining Branch Traffic – Armageddon or Opportunity?

Mobile Banking Means Less Opportunity to Sell Face-to-Face Any banker who hasn’t been in a coma is aware of the competitive disadvantage their bank or credit union can face if they don’t find a way to connect with the increasing number of customers... Read More | Share it now!

 

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