http://www.fusionperform.com/blog sales management tips for financial services Tue, 02 Feb 2010 00:06:06 +0000 http://backend.userland.com/rss092 en There are challenges associated with getting new people up to speed and the “when and how” of introducing sales process concepts. Here's what we know about most new people: 1. They have a steep learning curve ahead of them. 2. They can feel overwhelmed with learning the technical aspects of the job. 3. They ... http://www.fusionperform.com/blog/?p=48 What to do about employees that have opportunities to do referrals but they just aren’t. Everyone agrees that an approach that is passive, “do nothing” unless the client asks for it is not only bad for sales, it’s also bad service. For the coach who is inspecting what they expect, the ... http://www.fusionperform.com/blog/?p=43 If staff feel that by using the sales skills taught in training they are somehow doing something wrong, it doesn’t matter how frequently or consistently you coach them they won’t try anything new and you will not see the desired results. Before coaching sales skills it is critical to meet ... http://www.fusionperform.com/blog/?p=36 There are two basic reasons why someone working in a bank or credit union (tellers, MSR’s, lenders, investment specialists, account managers etc) is not cross selling or up-selling: either they do not know what to say to the client, or they know what to say but are not saying it. A ... http://www.fusionperform.com/blog/?p=30 In a recent newsletter Fundamental Sales Skills for Selling Financial Services we outline how many sales people get bored with the basics of selling and how by having a fresh focus on fundamental sales skills, people can improve their results significantly. But what about sales management? How do you coach ... http://www.fusionperform.com/blog/?p=23   Understand what they should be doing Why would a client want to meet with one of your financial planners to discuss investments? Focus coaching on what the client ultimately wants when they agree to meet with a financial planner. They don’t want another appointment, they don’t want a sales pitch … life is too busy and ... http://www.fusionperform.com/blog/?p=18 If there was one thing that would help sales managers be more effective at getting tangible results it would be to ... Sacrifice complexity for consistency Results will be more evident when managers quit making sales coaching a "mile wide and an inch deep". Less is more Focus and Deliver Here's the cycle we see: the ... http://www.fusionperform.com/blog/?p=3