Bank Sales Corner

Are You Adding Enough Value as a Sales Leader?

  

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As a sales leader, are you adding enough value? If you’re still expected to produce new business, you might point to your supersized portfolio and growing pipeline. You could reflect on the deals you have referred to other members of your team, which have helped them make their goals in the past.

But is what you’re doing making them better bankers? You can hand them leads all day long, hoping that this will equip them to find their own opportunities down the road. This strategy might work for some of your subordinates, but you need to think about how best to impart your experience and expertise.

If you’re trying to develop the business development skills of your team, your coaching could make a difference in many of the following areas:

• Identifying additional opportunities in the customer base  
• Building or rebuilding a prospect list
• Strategizing about a top prospect
• Getting appointments
• Developing a business network
• Negotiating
• Closing business
• Increasing product knowledge
• Improving presentations
• Building a personal brand
• Staying organized
• Using internal resources
• Finding opportunities for professional growth outside your organization on non-profit boards or civic committees
• Delegating effectively to Administrative Assistants
• Persistently pursuing a prospect who’s happy with his current bank

Bottom line:  You can add a lot of value if you allocate more time to coaching.  Your team—and your organization-- will be better for it.

For a copy of our article on 7 Tips for Coaching Prospecting go to http://www.mzbierlyconsulting.com/coaching-the-prospecting-process-tips-for-sales-managers.

Interested in more on coaching? Check out our archived webinars at http://mzbielryconsulting.webex.com or visit our blog for more articles on sales leadership at http://www.mzbierlyconsulting.com/bank-sales-corner-blog.