Hiring
- Hiring process
- Integrity assessment
- Integrity and sales performance
- Interviewing
- Legal issues
- Sales success characteristics
Selling
Managing/Coaching
- Action plans
- Coaching skills
- Common coaching myths
- Common production mistakes
- Manager success characteristics
- Sales culture
10 Competencies for Managerial Success
In mortgage banking, it is common to promote top producers to management positions but that practice may warrant a closer look when you consider that the skill sets for great producers and great sales managers are very different. Sales is task-oriented and managing is people-oriented.
The drivers that make a producer a star salesperson are defined by nine personality characteristics that predict sales success. A manager, on the other hand, has 10 competencies that are significantly different from those needed to be a successful producer. These competencies are:
- Driving for results
- Coaching and developing others
- Influencing and persuading
- Decisive judgment
- Managing a team
- Interpersonal communication
- Resilience
- Relationship management
- Continuous learning
- Integrity
News
• Register today for Pat's upcoming session on "Best Practices in Loan Officer Recruiting and Sales Training" at the 2012 Regional Conference of MBAs in Atlantic City, N.J. on March 15, 2012. Get the details here.
• Did you miss Pat's session at the National MBA Conference on the Best Practices in Sales Training and Retention of Top Producers? View the key presentation points (PDF) here.
• With Mortgage Sales Playbook on the Go, our newest product, you can access state-of-the-art sales training on your mobile phone. Contact sales@qfsconsulting.com.
• Pat's latest article, "Walking the Walk: Three Keys to Sales Success in Origination," appears in the May 2011 issue of MBA magazine. View a copy here (PDF)
• J.D. Power ranked three of our clients in the Top 6 in customer satisfaction in 2011. Read More
• Listen to Pat discuss how to improve the sales performance of current Los from this webinar.
Follow Us On
Testimonials
"The assessment has saved us a lot of money by weeding out people who interviewed well but didn't fit the job. We're also not wasting time training individuals who are never going to work out. The test has really been a safety net for us." — Brian Leavitt, Branch Manager, Arbor
More TestimonialsPat's Sales Success Strategies
Enter your email address to join our mailing list.
« past sales success strategies
