Setting Your Branch’s Mindset for Success
One of the most valuable ways that sales managers can impact the overall revenue of a bank or credit union is to adjust his or her mindset for success and support their sales staff as they adjust their mindsets about selling. It’s a non-negotiable part of achieving and exceeding your revenue goals, and while it’s a simple shift, it’s not always easy to change deeply-held beliefs about selling.
The biggest obstacle to making a quantum leap in sales production or profit contribution of 50% or more is the belief that it’s not possible. As consultants to financial institutions for more than forty years, our team at Schneider Sales Management, Inc. has seen this limiting belief again and again.
Making a quantum leap is possible. Believe it.
The difference in sales results between average and top performers is often 100%, or more, yet the differences in what they say or do to produce these results are usually very small. For many employees, achieving a quantum leap in performance may require doing 2 or 3 things different or better. For others, they may only have to apply more effort by increasing the number of sales interviews they have. Sales managers provide maximum value when they can identify these opportunities for explosive improvement.
Providing clear sales direction requires that sales managers narrow the focus for the sales team by translating company, regional, and branch business goals into specific target objectives, strategies, relationships and preferred behaviors for each employee.
Sales managers who keep a narrow focus can establish accountability for improvement and for getting done what needs to get done to accomplish the company’s goals.
Simplifying the mission for employees and explaining its importance builds employee engagement, and employee engagement is the best predictor of sales growth.
A great sales manager can impact an entire company’s success in selling by simply adopting a mindset of success and committing to the small, everyday changes that can lead to huge revenue growth. Salespeople look to sales managers to lead a cavalry charge in both behavior and in mindset.
Get your mindset right; get your sales up. It’s simple, but that doesn’t mean it’s easy.
Call us today for a conversation about how Schneider Sales Management can support your organization’s 2019 sales goals.
