Do You Know the Law of Large Numbers?

When speaking or consulting, I am often asked, “What is the number one activity that will turn around a sales force?” The right answer has three parts: Hiring right, which I discuss often in my weekly blog; having quality first-line managers and training them on how to manage and coach; and setting performance standards for […]

What Siri can Teach Originators

As we near the end of year, the topic of how to “wow” the customer is on the front burner for senior managers who want to win the battle of market share. It is clear that in an era of fickle customers, the old gifts of magnets and calendars don’t have the impact they used […]

Is Your Sales System Based on Best Practices?

As we move into a more difficult sales environment with the Fed lifting-off in the next few months, having a sales system based on best practices is more important than ever. In my consulting engagements, I rarely see sales organizations consistently sharing what has worked in origination. Instead, originators are left to “do their own […]