“Precisely because change is a constant, the foundations have to be extra strong.” — Peter Drucker
Regardless of market conditions, long-term success in financial sales is dependent on whether producers possess the fundamental skill sets they need to excel. Right now is the perfect time to take a closer look at the skill level of your sales staff. Our research indicates that top producers consistently excel in four areas:
• Mastering the point of sale and
• Forging long-term partnership relationships with both clients and referral sources.
How do your salespeople rate in each of these areas? In what areas are they strongest? Which areas need improvement? With a strong foundation of selling skills in place, your sales staff will be in a better position to weather the ups and downs of the market.