Right now, sales organizations are heading into the final stretch to make year-end goals. While time is moving fast, it is not too late to look at what might be holding your sales team back from optimum performance. When conducting sales improvement audits, I see three primary reasons why a group is underperforming: Lack of […]
Three Causes of Weak Sales Performance Read More »
For originators, one of the most frustrating scenarios is working for a micromanager. At some point, everyone has experienced this type of controlling boss — someone who focuses on the details to such a degree that he or she creates an oppressive work environment. Never satisfied with any deliverable, micromanagers love to nit-pick and
Micromanagers and Their Impact on the Sales Team Read More »
Every company has originators who are pleasant, likeable and hit their budgeted goals every once in a while in a strong market. In many ways, these sales professionals are consistent but definitely not stars. These individuals may be helpful but when goals shift higher, they can’t seem to get out of their “comfort zone” and
How to Manage “Comfort Zone” Originators Read More »
This year, there has been no shortage of big name companies that were sold due to failing financial performance. One of the most recent, Whole Foods grocery chain, was purchased by Amazon after succumbing to increased competition in the organic food market and the resulting lower profit margins. Just this past week, Sears announced it
False Assumptions and Mortgage Sales Read More »
For managers, there is no challenge more frustrating than working with originators who have sales talent but are inconsistent producers. In my consulting practice, I often hear senior managers share their personal torment regarding these individuals. Managers feel these producers could be great and have been known to spend countless hours attempting to develop their
How to Manage Inconsistent Originators Read More »
In today’s tougher origination marketplace, managers are struggling to help producers switch from reactive to proactive selling techniques. Frankly, they are not having much success. In my consulting practice, I find that managers are often mistaken about what really motivates their sales professionals. Many assume that higher basis points, lucrative contests or president’s club trips
What Works In Motivating Originators Read More »
In Charles Duhigg’s great book, The Power of Habit, he recounts the story of Alcoa’s CEO Paul O’Neill who stood up before investors and declared that the company would focus its entire strategy on bringing workplace injuries to zero. The investors were stunned to say the least with his announcement. O’Neill did not discuss profits
What Matters Most: A Keystone Habit Read More »
One of the hottest topics in mortgage banking today is how to implement a great sales culture. While senior managers are talking about sales culture, not many understand what a great sales culture looks like or what is required to create one. Unfortunately, many managers mistakenly believe that a great culture is based on having
Seven Strategies for a Great Sales Culture Read More »
Recently, Ford Motor Company abruptly terminated its CEO, Mark Fields — a move that surprised many people in the financial sector. Apparently, the board of directors and chairman Bill Ford, Jr. believed that Fields had not done enough to put the company ahead of the curve regarding future technology in its industry, specifically in the
The Firing of Ford CEO Mark Fields and Mortgage Banking Read More »
During my recent training session with regional managers, attendees discussed the fatal flaw of micromanaging and cited it as a primary reason originators leave. By letting top producers “do their own thing,” managers felt they were able to spend more time trying to get another loan out of underperformers. While many managers believe that it is
Micromanaging and Sales Managers Read More »
