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
Four Essential Skills for Sales Success
The recent turbulence in our industry may be unprecedented, but one of the keys to surviving this volatile market is a "back to basics" approach. Success for any company is dependent on whether producers possess the fundamental skill sets they need to excel.
Our research indicates that top producers consistently excel in four areas:
- Planning
- Prospecting
- Mastering the point of sale and
- Forging long-term partnership relationships with both clients and referral sources.
When a manager sees lack of prospecting, poor closing technique or other problems, it can be difficult to determine the exact cause. The Professional Sales Development Survey (or PSDS), helps managers pinpoint the root cause of poor sales performance and how to coach to remedy the problem.
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
"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
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