Bank Sales Corner

#1 Reason Why Branch Manager Small Business Calling Programs Flounder

  

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Of all the mistakes that undermine training of branch managers, one stands out: limited or inconsistent coaching (which includes coaching Sales Managers, too!) Banks intent on producing results have to make sure that Sales Managers are teaching branch managers that: 

• It takes time to become comfortable doing anything new and different.
• Learning is not always easy.
• Acting confident can build confidence. (In other words, fake it.)
• They need to focus on what they want to do on the call and not worry too much about what the customer or prospect may do.
• It pays to be prepared. Having a plan boosts confidence.
• They have to use the tools and techniques provided in the training sessions. New approaches take time to work.
• Poor sales calls are never fatal. Bankers need to learn from them and move on.

Listen to Buck Bierly’s comments on what kinds of things to focus on with inexperienced branch calling officers by going to http://www.mzbierlyconsulting.com/small-business-strategy-coaching-branch-managers.

Webinar Alert: You might also be interested in checking out our upcoming webinar on January 31, 2011 entitled “Can Branch Managers Be Effective Calling on Small Businesses?” by going to http://www.eventspan.com/event/2011-01-31-can-branch-managers-make-effective-calls-on-small-businesses

Have specific questions about coaching branch managers on business development? Send them to nmiller@mzbierlyconsulting.com or call 610-296-4772.