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Your Pipeline Report

Three Reasons Your Pipeline Report Is A Poor Sales Management Tool

95% of banks use a pipeline report as the primary means of managing sales. The only problem is your pipeline report provides important data on where a deal is in the underwriting, documentation, and funding processes…but tells absolutely nothing about the marketing and business development activities that created the deal. Said another way, your pipeline report is an excellent funding tool, but a poor sales management tool.

If you’re still using a pipeline report as the sole sales management tool, then your bank’s sales culture is stuck in the 20th century and is in desperate need of modernization. In this blog, I’ll provide three reasons why it’s imperative to address modernizing your sales culture in 2021. Read more

Is Your Bank Ready For Predictive Sales Management?

How Sales Managers Can Better Assist Commercial Lenders To Achieve Their Annual Sales Goals

On January 1st of every year, we in sales face the same dilemma, how are we going to meet or exceed our sales goals for the year? It all comes down to how are we going to invest our time and which path will provide the most direct route to sales goal attainment? It’s easy to become unfocused as we look for and pursue various sales opportunities. This point is reinforced by the following data: Read more