Target Better Sales Performance

“All that effective executives have in common is the ability to get the right things done.”— Peter Drucker Too often, I see companies taking a “one-size-fits-all” approach to sales training. However, educating the entire sales force on the same topic can be a waste of valuable time and training dollars. The reason is that every […]

The New Paradigm for Success

“Anticipate the future and be a change leader.”— Peter Drucker Historically, the mortgage banking industry has been based on a “field of dreams” approach: If you build it, they will come. In recent years, that old paradigm has shifted from a “push” market to a “pull” market. Today, customers are more knowledgeable than ever and […]