Hiring

• Hiring process
• Integrity assessment
• Integrity and sales performance
• Interviewing
• Legal issues
• Sales success characteristics

Selling

• Marketing plans
• Sales skills

Managing/Coaching

• Action plans
• Coaching skills
• Common coaching myths
• Common production mistakes
• Manager success characteristics
• Sales culture

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Building a Winning Sales Culture

Every company wants to have a winning sales culture, but what exactly does that entail?
After extensive research on the best practices of the top sales managers, we've identified seven factors needed to building a powerful sales culture — one that creates sustained customer loyalty.

One of the keys is "Sales success is a raw talent game." The most important determinant of whether someone will be successful in sales is raw talent. Raw talent is really a pattern of problem-solving behaviors developed early in life that can be applied to the sales arena.

Top producers and top sales managers have innate skill sets that make them uniquely qualified for their respective positions. Top producers possess inherent qualities that make them especially suited for relationship -based selling. Great sales managers have a different set of natural qualities that enable them to consistently get the best results from their sales professionals.

The inclination in mortgage banking is to promote top producers to management positions but the reality is that the skill sets for great producers and great sales managers are very different. Sales is task-oriented and managing is people-oriented.

Seven Keys to a Winning Sales Culture

What does it take to create a winning sales culture? According to our research, the most successful sales organizations have learned how to deliver extraordinary service to their customers at the variety of service points in the life of a loan.

Through our research on the best practices of the top sales managers, we've identified seven keys to building a powerful sales culture that creates customer loyalty. They are:

• Sales success is a raw talent game.
• First-line managers are the lynchpin.
• Managers need to be taught to manage.
• Building staff loyalty is critical.
• Train for the future and not the past.
• Demand continuous learning from all employees.
• Practice the 80/20 Rule—Underperformers beware!