Recognition is a key component of retaining your originators. In today’s market where every company is looking for salespeople, it is amazing how few managers don’t bother to say “thank you” to their employees and especially to their top producers. During consulting engagements, I often hear top originators lament that they are made to feel […]
The Most Powerful Form of Recognition Read More »
In my consulting practice, I find that one of the most prevalent sales management myths is that money is the primary motivator for originators. If so, then why are sales executives always tweaking sales compensation plans with the hope that it will change their sales results? The reason is because it is easy to do
Do You Know the Number 1 Myth in Sales Management? Read More »
It is hard to believe, but the first quarter is almost at an end. I think that it is a good time to discuss the falsehood of “getting one more loan” out of average originators. I have discussed this before, but it is such a common belief by mortgage origination managers that I believe it
Is Your Origination Model Ineffective? Read More »
Mortgage managers often ask me, “What defines a great sales culture?” One important characteristic is that companies with a great sales culture refuse to play the “blame game.” This means when a problem arises, everyone involved “owns it” and takes corrective action. Cultures where the blame game is prevalent are always looking for the guilty
Is Your Sales Team Playing the Blame Game? Read More »
In this current environment, many mortgage companies are continuing to experience high turnover. Managers believe that the primary reason originators leave is for more money. While this may be true for a small percentage, research shows that the majority of originators who change companies (80-90 percent) do so for reasons other than money. Studies show
The Real Reasons Originators Leave Read More »
As 2015 picks up steam, many management teams are looking to identify new opportunities for growth to increase revenue. Some companies pursue mergers and acquisitions while others roll out new products and pricing. Regardless of what strategies your company traditionally uses, it is worth exploring a wide range of opportunities for maximum growth. Global management
7 Strategies for Sales Success in 2015 Read More »
In recent discussions with sales executives, I have asked a critical question: “What percentage of time do your salespeople prospect for new referral sources?” Most managers estimate that originators are prospecting 70% of the time. However, when we tracked actual prospecting efforts, in many cases, that percentage is actually closer to 10% to 20%. With
How Often Are Your Salespeople Really Prospecting? Read More »
In 2015, the retention of top producers (the top 10% of a sales force) will once again be a critical issue for many sales organizations. Losing top performers has a negative impact on a company that reaches far beyond lower volume. A top performer’s presence in a market is not easily or quickly replaced. Studies
Start the New Year Off Right: How to Keep Your Top Producers Read More »
