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
Five Hallmarks of a Great Coach
Coaching continues to be a hot topic among subscribers and rightly so. Superior coaching skills are essential if managers want to increase sales productivity. Based on our research on the best practices of top sales managers, here are five hallmarks of a great coach:
- Top managers always solicit input from team members when making key decisions that impact the team.
- Top managers set predefined performance expectations that are independent from the company's expectations.
- Top managers give employees performance feedback on a continual basis, not just when performance is good or poor.
- When employees don't finish their work (reports, sales calls etc.), top managers never step in to complete the work.
- Top managers have a team game plan that plays to each employee's strengths.
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.
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Testimonials
"A number of our branch managers have taken Pat's manager's development assessment and we have great confidence in the results." — Bill Bent, VP-Production, Academy Corp.
More TestimonialsPat's Sales Success Strategies
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