Advice for New Bank Sales Managers Part 2

This is the second of two articles on what new bank sales managers can learn from successful sales leaders. In the first installment Advice for New Bank Sales Managers 14 bankers shared their insights. Here are 10 more veterans who answered this question: What would...

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Advice for New Bank Sales Managers

  I recently asked a group of senior bankers what they wish they’d known before they assumed their first sales management role. You might be surprised at what some of them said. "I wish I’d known a number of things.  First, most bankers are not natural sales...

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High-Impact 5 Minute Tasks for Sales Leaders

  Sales leaders are always pressed for time. (See Tips for Time-Starved Bank Sales Leaders.) But if you do find yourself with 5 minutes at some point in the day, here are 7 things you can do to improve your team’s chances of success.*   Tell one of your team...

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7 Things To Do in the Last 7 Weeks of the Year

The holidays are fast approaching.  Nobody outside of your immediate friends and family wants to see you between Thanksgiving and New Year’s.  Forget getting in to see prospects. Wrong, wrong, wrong. In today’s competitive banking environment  savvy...

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6 Secrets to Building Relationships (3 words each)

If you’re looking for some ways to build relationships with business customers, here are 6 quick ideas for you to consider. (Click on the links to get additional insights on each.) Get their vision Join trade associations Network with forethought Write that letter...

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Is More Sales Training the Answer?

So what if you allocated more of your sales training budget to your bank’s sales managers, taking some of what you currently spend on programs for your front-line sales team and investing more in their coaches? Would that improve your results?It's not what most banks...

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6 Takeaways from Top Prospectors

Here are six things that top bank Relationship Managers do consistently in prospecting: 1. They focus on the right companies. Bankers need to understand what their banks are looking for. But there's more to this than just memorizing the target profile. Bankers have to...

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Tips on Getting in the Door with Prospects

Question: Is it harder to get somebody’s attention the old fashioned way by calling them on the phone? Buck Bierly: Cold calling was a mainstay in this industry for a while. We saw it particularly in certain geographic locations like California. Everyone became...

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Getting in the Door with Prospects: When to Give Up

Question: How long do you keep calling a prospect to set up an appointment before throwing in the towel? Answer: It depends on how important the prospect is to you. Start with the assumption that you’re going to have to work to get in the door. Once you and your sales...

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Are You Losing Control of Your Days?

Bank sales leaders talk about how their days are crammed full of meetings, so much so that coaching and calling on customers often get crowded out of their schedules. Many Relationship Managers, who are bombarded daily by internal requests to provide updates on...

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