Adding Value to Prospects

“The ability to connect and thus to raise the yield of existing knowledge is learnable.” — Peter Drucker In our industry, I still encounter sales professionals who see their job as getting as many people into the sales funnel whether the prospects are ready or not. According to this “sales is a number game” theory, […]

Meeting Customer Expectations

“Take information responsibility by getting the right information to the right people at the right time’” — Peter Drucker In my conversations with managers on the current challenges facing our industry, one particular insight has come to light: Gone are the days when a sales person simply made the sale and walked away. Customers are […]

Improving the Hiring Odds

“Don’t hire a person for what they can’t do; hire them for what they can do.” — Peter Drucker What I’m hearing in the field is how difficult it is to hire good people. Some financial firms are having to interview 50 candidates before hiring one good sales person. While this means more time and […]

Innovating for Future Success

“The most effective way to manage change successfully is to create it.” — Peter Drucker I recently read a comment by economist and New York Times columnist Paul Krugman that I found interesting. In essence, he said that many of the major players are warning against unconventional measures regarding the national economy but Krugman says, […]

Staying Innovative to Succeed

“Every organization needs one core competence: innovation.” — Peter Drucker In my travels, I’m hearing a lot of discussion about the Federal Reserve’s recent compensation changes for sales people in the financial industry. There seem to be two camps of thinking on the topic. One group believes the changes foretell the end of our industry […]

What the Customer Wants

“Find out what needs your customers want fulfilled today.” — Peter Drucker On the surface, it may seem like the relationship between the sales person and the customer has changed over the years. Certainly it’s true that customers have unprecedented access to information that can help them during the buying process. In addition, the sheer […]

Growing the Customer’s Business

“Does your organization sacrifice the long-term wealth-producing capacity of the enterprise to produce short-term results?” — Peter Drucker Recently, I spoke with a top producer who in the last few years has moved from wholesale to reverse mortgages and now is going back to wholesale. Even though she has not done wholesale in two years, […]

The Key to Better Production

“Don’t hire people based on your instincts. Have a process in place to research and test applicants thoroughly” — Peter Drucker At financial firms large and small, I hear from managers who are struggling with how to increase individual production on their sales teams. This may seem like a development issue but the heart of […]

Back to Basics for Better Results

“The ability to connect and thus, to raise the yield of existing knowledge is learnable.” — Peter Drucker For managers, the pressure to push sales teams to achieve optimum performance has never been greater than right now. While it’s tempting to look for a “magic bullet” to correct performance problems, the most effective approach is […]