Over the years, executives have often shared their beliefs on what predicts success at the originator level. I have heard a broad range of wacky ideas to say the least but in a review of Greg Smith’s new book ”Why I left Goldman Sachs: A Wall Street Story,” I discovered a new level of absurdity […]

During a recent discussion, a mortgage banking executive brought up how difficult it is to get producing managers to coach LOs. More often than not, producing managers are top originators whose production is critical to branch and corporate results. With the other originators in the branch at either average or below-average, the financial reality is […]

In a recent conversation I had with a financial industry executive about 2013, we discussed why it is so difficult to move to a new selling approach even when it’s obvious that the current sales model isn’t working. It made me think about the misconception that the current way of doing business is the best […]

With only 90 days left in 2012, I have had many conversations with management executives who are planning for next year. I wanted to share lessons learned when implementing change in a sales organization—whether it is installing a new training program or sales process. In the big picture, many change initiatives fail. Research conducted by […]