“What matters in any system is the performance of the whole.” — Peter Drucker
Every financial firm wants to improve sales but not every company has the necessary components in place to do so. In my experience, there are three fundamental elements needed for better sales results.
First, sales professionals must possess good character. Customers want to do business with people and companies who are credible and trustworthy.
Second, sales professionals must be knowledgeable about products and have consultative selling talent. Customers are more informed than ever and demand sales professionals who are not only well-versed but can make the process enjoyable.
Finally, sales professionals need good managers to help them reach the next level of success. Ongoing improvement requires the individual to receive coaching and feedback which is the primary role of the manager.
Does your company have all three components in place? If not, which area needs improvement?