Have You Addressed Your Bad Apples?

Recently, when visiting sales organizations, I have had conversations with senior managers regarding their sales culture and what to do when it becomes dysfunctional. The frequent issue at many companies is “mad dog” sales producers fighting with operations staff. Typically, the argument centers on who is at fault for failing to deliver on a borrower’s […]

How Accountable is your Sales Force?

In recent visits to mortgage companies, I am often asked how management can quickly propel their company to the next level. The simple truth is that bringing in the right talent is the number one strategy that leads to a company’s success. Equally important is the second strategy — hiring salespeople who feel compelled to […]