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
Seven Common Mistakes in Production
It's a question that every sales manager in financial sales asks at one time or another: How can I get more from my producers? Through our research on the best practices of the top sales managers, we've identified seven common practices that can prevent a sales manager from helping their sales team realize its fullest potential. They are:
- Making top producers managers.
- Managing to the weakest link and not paying enough attention to "A" players.
- The overuse of averages to determine production goals and staffing needs.
- The belief that it is cheaper to pirate than train sales staff/managers.
- Sales positions are not professional in financial services.
- The continued use of volume and units as they key success/measurement tool.
- The view that origination is a transactional business.
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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