6 Common Coaching Errors on Prospecting


Prospecting is one of the toughest things bankers do. If you’re a bank sales leader, your bankers need you to be on the top of your game as a coach. Here are 6 coaching mistakes you can’t afford to make:

  1. Not providing direction on which prospects to target. . . “Build a list of the prospects you want each of your team members to do business with.”
  2. Not coaching bankers on how to leverage their networks (and that includes customers, COIs, senior management, internal partners, directors, etc.). . . “Teach your team how to use client referrals and testimonials to get appointments and build momentum.”
  3. Not creating a process for your team on generating leads. . . “Coach the top of the funnel.”
  4. Seeing yourself as the Super-Rep and stepping in to clinch the deal for your bankers…. “Teach them all to fish.
  5. Not understanding your bankers’ default value propositions . . . “Coach to the value proposition that you believe in.”
  6. Defining success too narrowly… “Celebrate small victories (e.g. getting in the door with a hard to reach prospect, scoring a second (or third) appointment, making a proposal, etc.)”

Looking for more resources on prospecting? Check out the following:

How to Qualify Prospects Quickly

Leveraging Your Network in Prospecting

Keys to an Effective First Call on a Prospect

Go to http://mzbierlyconsulting.webex.com for a complete list of our recorded webinars on prospecting.


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