I often ask bankers to think about their “mirror questions.” We all know that it’s easy to kid ourselves about how well we’re doing. But when we have to look ourselves in the mirror, well, that’s another story.
Rather than give the bankers the questions they should answer, I suggest that they come up with their own list. Many do a good job of coming up with specific questions to ask themselves each week to evaluate how well they have performed. What they’re doing is creating a personal report card focusing on their own critical sales behaviors.
Now such introspection is not for everybody. But some bankers do a good job and actually like the exercise. One banker observed, “The exercise was interesting; it forced me to redefine how I view a successful week. I say interesting because I have always viewed success based upon what closed or is likely to close, but this exercise made me think more in terms of movement and progress, not just end sales results.”
If you’re at all intrigued, block out 10 minutes and give it a try. If you need some inspiration to get started, here are some ideas:
- Did I prioritize my time this week?
- Did I define my specific objectives for the week?
- Did I accomplish my major objectives?
- Did I plan appropriately for each sales call?
- How well did I listen on my sales calls?
- Did I develop a follow-up plan for each sales call? Did I execute it?
- Did I manage my pipeline intelligently?
- Have I reached out to my COIs this week?
But don’t just use these. I’m confident you can come up with a list that will be more appropriate for your situation.
Two final thoughts: Share your list with your boss or one of your peers to get additional input. Then spend 10 minutes each week for the next 6 weeks looking yourself in the mirror with your list in hand. My bet is that your self-assessment will help you stay focused on the behaviors that will drive your overall performance.
Interested in refreshing your skills? Visit our website to find out about our archived webinars on acquiring and expanding relationships. For more information go to http://mzbierlyconsulting.webex.com or call Susan Lersch at 610-296-4771.
Looking for a speaker? Buck Bierly and Ned Miller are frequent speakers at banking conferences and bank sales meetings. They have a reputation for delivering sales and sales leadership “how-to’s” in a dynamic, engaging manner. Offering a range of keynote, half-day and full-day programs, their approach helps salespeople and sales leaders gain a competitive advantage in every step of the sales process.
For more information about how we may be able to assist you at an upcoming sales meeting or conference, email Ned Miller at nmiller@mzbierlyconsulting.com
