The Tough Love Solution for Poor Performance

In my conversations with executives, a frequent topic is what to do with originators who are not succeeding in this market. Many managers have said they tried training in an effort to inspire better performance. Some have even introduced niche products that really should sell themselves. The trouble is that we aren’t talking about a […]

How good is your on-boarding process?

Today, I want to discuss the on-boarding of new originators. In my view, on-boarding is one of the most critical drivers of sales productivity. On-boarding is how long it takes new originators to ramp up their sales production. At many companies, this time frame can be 6 months or longer. I have even seen some […]