The Best Way to Train Branch Managers on Outside Calling
Posted by Ned Miller on Sun, Jan 23, 2011 @ 01:21 PM
We are convinced that the best architecture for sales training for branch managers includes a series of short sessions spread out over a 6 to 9 month period. Between workshops branch managers must make calls on their current customers and prospects. At the same time, the first-line Sales Managers should be receiving specific training on how to reinforce the tools and techniques introduced in the sales workshops.
When you put your training plan in motion, Senior Managers have to play a visible role. Why? One of the messages you are delivering is that it’s important. If you take it seriously, they will too. Know what’s being delivered and by whom.
The naysayers in your ranks may be waiting for this to go the way of other initiatives. Senior management can’t let them think that is going to happen. Being there in the initial sessions is a first step.
A second message is that you want to hear people’s feedback. That will be an ongoing effort. You have to keep asking how things are going. And this takes you out of the classroom into the real and sometimes messy world of customers and prospects and branches.
You will want to hear about their business calls. Keep your ears open for successes big and small. Make sure the right ones get circulated.
You will also want to be sure that other branch personnel aren’t being kept in the dark on the new model. They will probably need to step up and assume responsibilities that will free the branch manager for outside calling.
Agree or disagree? Email me your comments at nmiller@mzbierlyconsulting.com.
How would you rate the relationship development skills of your branch managers? Many of our bank clients have found a simple chart that describes the four stages in the evolution of outside calling skills to be helpful in assessing their proficiency and confidence level, To download your copy go to http://www.mzbierlyconsulting.com/the-evolution-of-relationship-development-skills-where-are-you-today.
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.