Bank Sales Corner

10 Quick Tips on Coaching Branch Managers on Outside Calling

  

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In 25 words or less, what have you learned about coaching branch managers calling on small businesses? Here’s how a group of successful Retail Sales Leaders responded.

1. Think more about the coaching plans you have for people.
2. Slow down. Focus on one thing at a time.
3. Don’t take the same approach with everybody.
4. Follow a structured agenda in your coaching sessions.
5. Use sales reports (e.g. pipeline and weekly call planner) to diagnose the problems your people are having.
6. Assess the skill sets of your team members.
7.  Make good use of your 1 on 1 time by preparing what you’d like to cover.
8. Get your biweekly coaching sessions in the calendar. I try to schedule them 12 weeks in advance.
9. Don’t try to do too much coaching in your weekly sales meetings.
10. In debriefing a joint call, get the banker to share her impressions first.

If you’d like to listen to Buck Bierly’s tips on how to improve the quality of calls branch managers make, download his 5 minute mp3 file by going to http://www.mzbierlyconsulting.com/how-to-improve-the-quality-of-calls-branch-managers-make

Next Webinar on February 14, 2011 on Small Business Leadership: Tactics for Coaching Branch Managers. For more details go to http://mzbierlyconsulting.webex.com or call Whit Midkiff at 727-741-0766.