8 Recruiting Mistakes
December 27, 2015Average-performing bank sales managers often struggle recruiting top talent. Here's why: 1. They don’t have a short list of potential…What the Best Bank Sales Leaders Do Consistently
December 27, 2015In a previous blog post Are your Sales Managers in the Bottom Half of the Class? I introduced our…Sage Advice for Bankers
December 27, 2015It’s the start of baseball season and who better to consult than Negro League star pitcher and Hall of Famer…The Case for Relationship Planning
December 27, 2015Guest Blogger Charles Wendel is the President of Financial Institutions Counsulting and a frequent commentator on Business Banking. Here's…It’s Not All About Money
December 27, 2015"There are two things people want more than sex and money...recognition and praise." --Mary Kay AshWhat do you look for in a Sales Leader? (Podcast)
December 27, 2015Getting in the Door with Prospects (3 minute video)
December 27, 2015Question: Why is getting in the door with prospects becoming harder?Becoming an Advisor: Where Selling is Life or Death
December 27, 2015My cousin Sheila is a veteran surgical sales representative for a major Fortune 500 Company. She focuses on…Are Your Sales Managers in the Bottom Half of the Class?
December 27, 2015Bank presidents sometimes ask us to evaluate the effectiveness and skills of their sales leaders. As a starting point we…