We strongly believe that classroom based, instructor led training is still the best way for employees to begin the process of mastering new sales and service skills. The ability to interact and share ideas and experiences with peers helps build knowledge, along with practical application of that knowledge. Being with an experienced, energized instructor, who brings life to the materials and content, can expand the potential of our employees and have them reaching to do more than they ever thought they could. While online training has become more important, a group session, led by an instructor, remains the most effective way to transmit knowledge, plus shape a cultural change in how employees think about sales. (more…)
As a quick reminder, Schneider Sales Management is offering a discount on our Sales Process Assessment if contracted by the end of the year. During the Sales Process Assessment, our Schneider Consultants will provide an on-site review of sales role accountabilities, assess the process for integration of the sales effort among business units, analyze high value customer/member management, review scorecard measures and compare results against best in class organizations, evaluate your sales compensation plans, evaluate sales support technology, review your process for recruiting and selection of salespeople, examine coaching routines, and review performance standards and sales plans. After the assessment, Schneider Sales Management will conduct a web conference to review the findings with your senior leadership team and provide recommendations for improvement of your sales process and identify ways to increase sales and improve profitability. This limited time offer ends December 31, 2010.
We often say that employees don’t master selling skills in the classroom; they master selling skills on the job. That’s not to say that formal training is not a critical component of the overall selling skill mastery process. Great sales training presents best practices and gives employees ideas on the “what, when and how” of good selling. It provides an opportunity to rehearse new skills and behaviors in a safe environment, to share ideas, and to hear from subject matter experts. Training is only the initial step in a three phase process in developing sales skills and behaviors that also includes coaching and feedback and demonstrating skill mastery on the job. Demonstrating skill mastery and certification of selling skills are the subjects of this brief. (more…)
Did your organization exceed your sales and revenue expectations in 2010? Do you have concerns that your process causes chronic sales underperformance? Are all of your team members engaged in the right activities to make your organization thrive in 2011 and beyond?
Just in time for your 2011 planning sessions, Schneider Sales Management is offering for the first time a special offer on a 3-day onsite Sales Process Assessment and Sales Plan Recommendations for your organization. (more…)
As the 4th quarter kicks off and 2010 starts winding to a close, it’s time to start looking forward to 2011. As budget meetings are beginning for the New Year, it’s time to reconsider the investment in your human capital as a long term growth strategy for your organization. Since the economic downturn, most financial industry organizations have looked to cut budgetary spending across multiple business lines with employee learning and development often being one of the first reductions. (more…)
We would like to thank you for the continued support and positive feedback we have received for The Schneider Report since its inception in March of 2009. Since our first issue, we have grown our subscription from a little over 1,000 to currently reaching more than 16,000 financial service professionals and industry leaders. We sincerely appreciate your interest in our articles and value your readership. Please visit our visit our website www.schneidersales.com if you would like to view past Schneider Reports articles. (more…)
The financial services industry has gone through a couple years of unimaginable turmoil. We’ve lived through the housing bubble and mortgage meltdown. Once-powerful institutions have been bailed out or merged out of existence. High unemployment rates have impacted foreclosures, credit card and loan losses, savings rates and, still today, hold back our recovery. Sharply rising insurance premiums were necessary to insure underwater institutions do no more damage. And now we face the regulatory aftermath of these issues and the costs and uncertainty that come with financial “reform”. (more…)
We have had an extremely positive response to our March 31st Schneider Report article, “Coaching to Increase Sales,” written by Steve Wallace. What seems to emerge in the feedback we have received is that so many institutions see coaching as both a low cost and rapid way to positively impact sales. Everyone realizes that a complete sales culture transformation takes time to implement and perhaps a few months to begin to see the payback in actual performance improvements. (more…)
People do what they do because of what happens to them when they do it. This applies to your sales force, as it does to anyone, anywhere within your organization. The challenge becomes reinforcing the positive results you want to see and minimizing those activities that are not contributing to your bottom line. A defined, consistent coaching routine is the best way to get the most from your people, and deliver the best results for your firm. (more…)
It’s a new year, a new decade and for many financial institutions it’s time to assess and address the status of their sales and service organization. While our focus is on consulting, training, coaching and metrics in the field of sales, service and sales management, the following article may be applied to almost any area of your organization. (more…)
