Going for a Deeper Dive

“Know the strengths of each person you hire.” — Peter Drucker

One hot topic among financial companies is how to use technology (such as CRM systems) to achieve a “deeper dive” relationship with the customer. The truth is: If the initial face-to-face or phone contact with the sales person isn’t a “Wowing” experience, the best technology in the world will do nothing to help you connect with that customer.

In today’s marketplace, logging “good” interactions with customers is not enough. Every customer interaction must be great if the company is going to capture referral business. The key to creating great customer experiences is hiring sales people who are well-matched for consultative selling. How skilled is your sales staff at building customer relationships?