Posted by Ned Miller on Tue, Mar 23, 2010 @ 05:36 PM
When March Madness rolls around, I do more than grab for the remote to check the college basketball coverage on television. I also pull out my copy of "Wooden: A Lifetime of Observations and Reflections On and Off the Court."
John Wooden, the UCLA basketball coach whose teams won 10 NCAA championships in 12 years between 1964 and 1975, is eminently quotable. Here are some that I like:
"Failure to change is often just stubbornness that comes from an unwillingness to learn, an inability to realize that you're not perfect. There cannot be progress without change-even though not all change is progress."
"You must never stand still. You're either moving upward a little bit or going the other way. You can't expect to go upward too quickly, but you can sure go down very quickly...Progress comes slowly but steadily if you are patient and prepare diligently."
"When you are too engrossed in those things over which you have no control, it will adversely affect those things over which you do have control-namely, your preparation."
Perhaps my favorite piece from this collection is Coach Wooden's "Eight Suggestions for Succeeding." At the risk of boring those relationship managers who do not follow sports, I offer them to you as timeless reminders on how to become a better professional.
- Fear no opponent. Respect every opponent.
- Remember, it's the perfection of the smallest details that make big things happen.
- Keep in mind that hustle makes up for many a mistake.
- Be more interested in character than reputation.
- Be quick, but don't hurry.
- Understand that the harder you work, the more luck you will have.
- Know that valid self-analysis is crucial for improvement.
- Remember that there is no substitute for hard work and careful planning. Failing to prepare is preparing to fail.
I'd suggest that you ponder #7 for a minute. If you objectively evaluate your own professional skills, it often becomes clear what you need to work on. But don't stop there. Ask for some coaching. That will help you improve your sales results and get to the next level.
Visit our website for selling tools and tips for bankers at http://www.mzbierlyconsulting.com. Sign up for our blog at http://www.mzbierlyconsulting.com/bank-sales-corner-blog. Recent topics include:
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Posted by Ned Miller on Sun, Jan 31, 2010 @ 05:03 PM
Here's a quick fitness test to start the year. Answer each question honestly.
* What are your strengths in selling? Weaknesses? What things do you need to focus on to improve your sales results this year?
* What worked well for you in 2009? What do you plan to do differently in 2010?
* How much time are you spending selling-versus things like handling routine customer service inquiries, credit administration and underwriting? Is there anything you can do to allocate more time to business development?
* Do you have a plan in place to retain your most profitable customers?
* Are you allocating the right amount of time to the customers and prospects with the highest potential?
* Are you delivering a compelling and relevant value proposition for your targeted prospects? How do you differentiate yourself from your competition?
* Are you using effectively the tools and training you have received? What additional training do you need?
* Do you have a strategy to develop more referrals from line of business partners, satisfied customers and COIs?
One final thought: If you don't like your answers, sit down with your sales manager or a colleague whose opinion you value. Talk candidly about the challenges you face. Invite suggestions. Listen to what your associate has to say.
Interested in refreshing your sales skills? Visit our website to find out about our archived webinars on acquiring and expanding relationships. For more information go to http://mzbierlyconsulting.webex.com.