CoreTrac Newsletter – Volume II, Issue II

1 March, 2009 (07:14) | Newsletter | By: admin

Volume II, Issue II|March 2009 – April 2009

Community Financial Institutions Can Drive Growth with a Deeper Client FocusBy: Alan Buhler

More and more community financial institutions are realizing that the client relationship is the only thing that separates them from the competition. Many have come to realize that Client Relationship Management (CRM) and Sales Force Automation (SFA) software are essential if they want to capitalize on their unique positioning. In other words, most community bankers accept that if they want to expand their current client relationships as well as attract new profitable clients, they need a technology solution that will help them achieve client-centricity. But CRM/SFA software is expensive, difficult-to-implement, and even more frustrating to use–right? Well not any more…read more

How to Improve Employees Sales and Service Performance Part 2By: Michael Neill

In last month’s issue, we examined why employees under perform and found out a few important facts:
■Many employees know they are under performing
■Employees who are able to perform do not do so due to:
■Manager’s who “parent” rather than coach
■The use of negative/neutral reinforcement in organizations
■It is human nature for employees to be comfortable rather than improve their performance

In this month’s article, we will examine an equally important issue, “Given the above, what can we do to improve sales performance?”read more

Selling in the ’09 Economy–The Rules Have ChangedBy: John Connors

You’d have to be an extremely serious recluse to be unaware of what is going on in the national and global economy: things are bad, the newscasters intone, and they may get worse before they get better. There’s a lot of finger pointing going on, trying to determine how this mess arose and who did what to whom. But beyond all the accusations, the questions, and the uncertainty, you can be sure of one thing: the rules have changed for selling in the ‘09 economy.

Now, maybe you’re sitting there thinking: “I don’t sell; I just work at this financial institution.” If you feel that way, it’s probably because you have a vague sense that selling is the act or process of manipulating people into buying things they don’t want or need. But it doesn’t have to be that way. In fact, the most successful form of selling is based on developing a relationship: it’s finding out what people need and then assisting them in meeting those needs by matching them up with the appropriate products and services your institution offers…read more

Upcoming Events in 2009

2009 WIB Conference
Texas CU League Annual Meeting & Expo
118th Annual CBA Convention
2009 TBA Annual Conference
CUNA’s America’s Credit Union Conference & Expo
WIB Business Development & Sales Forum
2009 FURST Senior Management Conference
2009 DCI Conference
Montana Credit Union Systems Conference
WIB Annual Bank Technology & Security Summit

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