Bank Sales Corner

Coaching Coaches: Tips for Oversight Sales Managers

  

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Question: I have recently assumed a new statewide role overseeing four commercial sales teams. How can I best support their sales efforts? 

Answer: There are three main parts to your job as an oversight sales manager: (1) Sending out consistent messages regarding the importance of following your bank’s sales process and generating revenue; (2) Removing any impediments or obstacles that your bankers are facing; and (3) Coaching your first-line sales managers.

Here are some specific suggestions: 

• Participate actively in weekly sales meetings either in person or by phone. You don’t lead the meeting—that is the responsibility of one of your direct reports—but you should take advantage of the meetings to recognize and encourage the troops. Part of your responsibility is also to provide feedback after the call to your sales managers. Remember that they need coaching too!
• Review reports of calling activity and pipelines. Be sure that your commercial bankers are calling on the right people—that they are targeting the right customers and prospects—and that they are talking about the right things. Look for patterns in the pipelines as well as specific opportunities where you might be able to assist.
• Block out time for sales calls. Joint calls are an important way to get to know your team members and find out what’s working and what’s not.
• Coach the sales process. To reinforce the bank’s sales approach make sure people are using the tools and techniques that the bank offers.

For a sample list of non-negotiables for oversight sales managers send an email to nmiller@mzbierlyconsulting.com.