Three Keys to Sales Success

“Continuous improvements in any area eventually transform an operation.”— Peter Drucker
What is the secret to sales success in origination? For one of our clients, a top 15 national player, a three-pronged strategy helped the company boost production per loan officer by 33 percent over its peers while reducing turnover by 41 percent over the same peer group. What did the company do? They focused their efforts on three areas: 1) hire the right sales professionals; 2) deliver a consistent value proposition to customers and 3) coach and train sales employees on a systematic basis.
While these techniques are not new in our industry, what made the difference is the firm’s commitment to a quality talent strategy that it implemented consistently company-wide. Need more details? Check out the article published in the May 2011 issue of MBA magazine.