This week we’re doing to dive even deeper by looking at the importance of having a clear marketing strategy and several considerations when considering how to best deploy sales training and sales coaching in your organization.
About Ray Adler
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This week we’re doing to dive deeper into the subject starting with another crucial sales culture component, performance management.
As we begin to emerge from the pandemic-induced twilight zone of the past year, now is the perfect time to evaluate the weaknesses and strengths in your sales culture.
If you’re like most companies, making money off your spreads has only gotten tougher. Cutting expenses can only get you so far before you truly start limiting future growth. Pulling on the same ol’ tried and true financial levers only gets you so far as to improve your financial picture. To strengthen the financial outlook […]
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 […]
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 would you prefer ─ to compete against 3 to 5 other financial institutions or compete against only one other bank? Now it’s not a trick question. But why do commercial lenders consistently put themselves in an unenviable position of having to compete against 3 to 5 other institutions to close a transaction? Why do […]
If I’ve heard it once, I’ve heard it hundreds of times. Over the recent months, when discussing a bank’s experience facilitating PPP loans, the banking executive I’d be talking to would say, “when we made a PPP loan to a non-customer, we required them to bring over their deposits.” And what was so interesting about this […]
If your bank is like a lot of banks, you did more business in a few weeks, than you did in the past 5 to 10 years because of the SBA’s Paycheck Protection Program. Congratulations, the value proposition of being a community bank has never been stronger! Hundreds of thousands of smaller businesses learned very […]