6 Critical Coaching Routines
February 24, 2016Bank sales leaders have to design routines to drive change. Without routines, team members often lose focus and honest attempts…20 Great Questions for Entrepreneurs (and Bank Sales Leaders Too)
January 10, 2016I recently came across a piece in Inc. Magazine by Leigh Buchanan entitled “100 Great Questions Every Entrepreneur Should Ask“.…Developing New Bank Sales Leaders: A Modest Proposal
December 27, 2015Andy (who did not want his real name published) heads up a commercial lending team for a large community bank…Prospecting Strategies: Develop a Niche
December 27, 2015Can bankers interested in developing new business benefit from developing expertise in one or more segments or niches? I think they…Looking for the Secret to Developing Sales Skills?
December 27, 2015If you want to read magazines on most domestic plane flights, you better bring them on board yourself. That…Is Passion the Key to Sales Success?
December 27, 2015“I believe passion is the most underrated and underutilized sales tool in our arsenal because it is too hard to…Wisdom from Bank Sales Leaders
December 27, 2015I'm lucky. I'm often surrounded by smart sales leaders. Here’s a list of things they shared with me recently: The…Who Is Coaching the Coaches?
December 27, 2015Everybody understands the value of coaching. World class golfers rely on coaches to improve everything from their swing to their…Advice for Bank Relationship Managers (In one word)
December 27, 2015I recently asked a group of sales managers what one-word advice they would give to their relationship managers. The comments…