Schneider Sales Management’s live, interactive, online, virtual classroom sales training courses are now accepting enrollment for our upcoming training courses in April. These sales courses, which have been administered to thousands of Financial Services Sales Professionals for the past 29 years, are delivered online by our experienced Schneider training instructors. Learners can participate, complete activities, share ideas, and interact to learn best practices in Financial Industry sales and service with peers across the industry. (more…)
Learn how to gain access to target sales prospects, identify the best sales opportunities, improve the success rates of sales calls, and improve client relationships. This class is recommended for all banking and credit union sales personnel who specialize in advanced sales.
Visit our course schedule for details.
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.
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…)
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…)
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…)
