3 Steps to an Improved Sales Culture
By: Alan Buhler
You’ve read the books, hired the sales trainer, and have the CRM/sales tracking automation software in place… NOW WHAT?
The CEO must make a public commitment to his/her employees that he/she will do whatever it takes to improve sales revenues at the financial institution within the next 6 months. In addition, specific goals must be announced at an official kick-off meeting, and a commitment for continuous ongoing organization-wide training and assistance also must be provided.
Next create and distribute a prospect list of people and/or businesses who no one in the organization knows of any good reason why that prospect couldn’t become a customer/member. This list should help everyone in the financial institution to easily understand who the bank/CU would like to capture as new clients. Employees will be able to better provide the necessary, helpful information to the appropriate prospects since they will know the specific targets everyone should be working on.
Finally, be certain to have monthly, quarterly, and annual sales meetings. Meet every month to review the individual and team progress to date. Measure your quarterly progress to the FI’s annual growth goal. If not on plan for the year, adjust immediately. If a team member isn’t performing, do something about it quickly. Malingerers will always hurt the rest of your team.