Raising the Bar

Patricia Sherlock

“People must be viewed as one of your prime resources.’” — Peter Drucker
On a recent visit to a large lender, I had an interesting conversation with a manager who is new to our industry. Her first impressions? That the sales people need to be a lot more professional. Her opinion underscores a critical issue for financial services: rely on the “warm body” approach to sales vs. recruiting sales people who have the ability to create demand. In today’s market, business is no longer coming to us so it is essential that companies hire sales people who can go out and get the business.

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