Table
of Contents
Preface
Chapter 1
Survival: Choice,
Challenge and the Leadership Imperative
Chapter 2
Beyond Management:
A Quality Approach to Sales Leadership
Chapter 3
Quality: Your Best
Sales Strategy
Chapter 4
The Quality Sales
Leadership System Strategic Action Plan
Chapter 5
The Art and Practice
of Recruiting, Hiring and Training
Chapter 6
Beyond Motivation:
Leading Others To Lead Themselves
Chapter 7
Quality Driven
Selling: Beyond Relationships to Solutions
Chapter 8
Quality Driven
Sales Meetings: A Communication Forum
Chapter 9
Coaching for Accountability:
The Master Tactic of Quality Sales Leadership
Chapter 10
Putting It All
Together: Solving Roadblocks, Setting Goals in Motion, Measuring
Success
Book
Preface:
Financial executives
are being challenged to achieve maximum performance and grow market
share with declining resources and increased regulatory pressure
in the midst of the toughest competitive financial marketplace
in history! Today's reality demands a revolutionary change in
the traditional ways financial institutions have gone about conducting
their daily business. Factors such as low deposit rates and weak
demand for credit combined with the competitive pressure of a
host of less regulated competitors like General Electric, Sears
Roebuck, General Motors and American Express demand the redirection
of the marketing focus of every financial institution today. Financial
institutions must change their approach from passively handling
money to actively seeking new customers and new business or continue
to face liquidity problems and the erosion of their deposit base.
Financial institutions
are being forced to grow -- not only in services offered but also
in systems and skills that were previously unnecessary in traditional
financial community. The financial organization's staff, be it
the teller, the manager, the new accounts representative or the
loan officer, must be taught how to sell financial services. But
who is there to coach and train them to sell except the manager?
And how is he or she having been brought up in a different style
of banking or credit union management, to learn overnight how
to grow from manager to sales manager to sales leader?
This book is not for
the weak at heart, it is for those brave visionary leaders upon
whose shoulders the survival of their bank, credit union or savings
and loan rest. It is about looking at the forces of change in
today's marketplace straight in the eye and implementing a quality
driven system of sales leadership which facilitates accountability
for the survival of your financial institution at all levels of
your organization. It is about giving community bank and credit
union executives the practical tools, strategies and tactics needed
to become effective sales leaders and develop a dynamic, successful
quality service and sales culture.
This book is for financial
executives and managers who want a more effective way to maximize
the performance and profitability of their financial institution
in the midst of the increased competitive and regulatory pressures
of today's touch economic environment. It is a practical guide
on how to utilize The Quality Sales Leadership System that combines
the principles and practices of leadership, total quality service
and sales management into an organized system for implementing
the organizational infrastructure, strategies and tactics needed
to grow and reinforce a competitive quality service and sales
driven bank, credit union or savings and loan.
Many of you are already
increasing profit and building a quality driven bank, credit union
or savings and loan by applying one or more of these leadership
and organizational strategies and tactics. Indeed, this guide
is based on practical, line tested tactics of leaders like you.
We have drawn from our combined four decades of corporate experience
as top producing sales representatives, sales managers and executive
leaders in sales and quality driven corporations and two decades
plus of experience consulting and coaching financial executives
to demonstrate how to implement a step-by-step system of leadership
that coaches, trains and reinforces employees to be accountable
for achieving top sales performance goals while providing the
ultimate in quality service for your customers.
This book is designed
to coach, facilitate and support you in how to utilize the leadership
strategies, tools and activities that will enable you to implement
the Quality Sales Leadership System and set your sales and quality
service goals in motion. Ultimately this book is about applying
a system of quality leadership that is based on understanding
the customers/members needs and providing service beyond what
is expected to meet and exceed the needs.
In chapters one through
three we describe the strategic and philosophical principles that
form the foundation of the Quality Sales Leadership System. In
chapter four we cover the seven phases for installing the heart
of the Quality Sales Leadership System in your financial organization.
In chapters five through nine we describe in detail the primary
tactics that Quality Sales Leaders can utilize to implement and
build a dynamic quality driven sales and service team that consistently
meets and exceeds the customers/members expectations. In chapter
ten we review, step by step, the complete action plan that you
can use to implement the Quality Sales Leadership System in your
bank, credit union or savings and loan.
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