Practice Makes Perfect

“A manager is responsible for the application and performance of knowledge.” — Peter Drucker On the golf course, I’ve seen it happen a million times: You’re at the first tee. The pressure is on. Someone in the group chokes and ends up making a fool of himself (or herself). The reason? Otherwise solid golfers don’t […]

Improving Sales Results in a Down Market

“Above all, management is responsible for producing results.” — Peter Drucker In a difficult market, managers in financial services may feel as if there is nothing they can do about lackluster sales results. Fortunately, there is one action that can make a difference: Hire better quality salespeople. The best commission salespeople are masters at consultative […]

Implementing Change in the Sales Process

“We now accept the fact that learning is a lifelong process of keeping abreast of change. And the most pressing task is to teach people how to learn.” — Peter Drucker It’s a common scenario in the financial sector that some of you have experienced firsthand: Your company hosts a one-hour high-energy training session to […]