Bank Sales Corner

March Madness: Coaching Secrets From Coach K

  

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I watched the Duke Blue Devils basketball team come from 14 points behind recently to defeat their arch-rivals from the University of North Carolina. Basketball coaches probably get too much credit when their teams win games—and too much blame when they don’t.

Most of what top coaches like Mike Krzyzewski of Duke do building successful teams goes unnoticed.  And at the risk of offending my friends who root for other ACC (not to mention Big East, Pac 10, WAC, etc.) teams, here are a few of Coach K’s tips which might be relevant for Sales Leaders:

• Get to know your players off the court.  That means spending time with them. It also involves getting to know the important people in their lives, their interests, their dreams for the future.
• Instill time management. Don’t assume your players can prioritize effectively. Give them tools that help them allocate time to get the important stuff done.
• Emphasize learning—not just in the classroom, but in all aspects of their lives.
• Make your expectations clear. Even if their immediate plans include a stint in the NBA, Duke basketball players are expected to graduate from college. Most do.
• Build a support system for your team. Coach K gives everybody a card with the names and phone numbers of everybody on the team. Players are encouraged to call teammates if they’re ever in a quandary about what to do.

Yes, you say, but Coach K has a better cast of players than I do. McDonald’s High School All Americans make it easy to win championships.  True enough, so that means recruiting has to be at the top of your list of priorities if you’re interested in building a winning team of bankers.

But you also have to sweat some of the big and small details. Big time coaches know that.

So here’s the question for Sales Leaders: What can you do that might have a big impact on your team?

Check out these and other recent blog posts on coaching:

• 10 Quick Tips on Coaching Branch Managers on Outside Calling
• The Best Way to Train Branch Managers on Outside Calling
• 6 Coaching Mistakes to Avoid When Working with Branch Managers
• #1 Reason Why Branch Manager Small Business Calling Programs Flounder

Go to http://www.mzbierlyconsulting.com/bank-sales-corner-blog/?Tag=small+business

If you’re interested in more insights on this topic, check out our recorded webinar “Small Business Leadership: Tactics for Coaching Branch Managers.”

You can register for the recorded webinar three ways: (1) Call Whit Midkiff at 727-741-0766 or (2) email him at wmidkiff@mzbierlyconsulting.com  or (3) go to the recorded webinars section of our WebEx website at https://mzbierlyconsulting.webex.com and pay the $225 fee (per line, not per person) by credit card.