Community Banks and Credit Unions today have their greatest opportunity to take market share from large banks, but only if they are prepared to act.
Are you prepared to take customers from the large banks?
As much as you may be opposed to the increased impact of regulation of the financial services industry, take advantage of the one good thing that will come from this – the number of new customers that will be knocking on your door. (more…)
1. A born salesperson will be effective in any selling role.
2. Sales experience is the best predictor of sales success.
3. The best salespeople will be the best sales managers.
4. Sales recruiting is HR’s job alone.
5. Sales competencies are easily coachable.
6. We can use one scorecard to evaluate candidates for all sales positions.
7. The more restrictive we are, the better the applicant pool.
8. We can improve our success rate by recruiting from our competitors.
9. Training and performance compensation will fix our mistakes.
Head over to our Optimum Performance Profile, our online candidate assessment tool, for more information on how to hire the right sales candidate for the role.
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.
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…)
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…)
Investments in technology routinely rank high on the priority list for most financial service providers, having dominated the industry’s agenda for the past 15 years. Enhanced MCIF systems, data warehouses, platform automation, call center systems, contact management applications, intranets, or interactive web sites are found on the current project list or shopping list of almost every financial institution. (more…)
This Schneider Report article is written by Tom Bresnan, CEO of Schneider Sales Management. Mr. Bresnan joined Schneider Sales Management in October, 2008 as an equity investor, board member and CEO. Prior to joining our firm, Mr. Bresnan was President and CEO of New Horizons Worldwide Inc., and Capitol American Financial, Inc. (more…)
I wanted to pass a long an article written by Jim Schneider, our Founder and Vice Chairman. This article is the cover story in the current July/August issue of ABA Bank Marketing and features 10 pragmatic ways to sell your way out of the current financial crisis.
The Squeeze: Selling in Tough Times
During the last year, the market dynamics have changed, and banks need to modify their sales and marketing strategies accordingly. In this new environment of uncertainty and of mistrust of even the highest-performing companies, branding, advertising, pricing and other passive marketing strategies aren’t likely to yield the same high returns on investment that they’ve yielded in the past. (more…)
