Why Most Sales Process Initiatives are DOA
I thought it timely to write about this topic as we have recently run into so many financial services firms who are implementing a [...]
Do You Know What Good Looks Like?
Consider the following questions: On what basis – or standards – are you evaluating the ability of your advisors to execute? How have you communicated [...]
Three Key Questions For Breakout Success
Greene Consulting had the privilege to partner with a large bank executive to help transform his division from a near-death spiral to a best-in-class sales [...]
Start Selling How Buyers Want to Buy
Virtually everyone claims it. Client-first. Customer-centric. Buyer-focused. In our work in the financial services industry, we see it every day in mission statements, brand promises, [...]
What’s Missing in Your Sales Leadership?
One of the most overlooked and unaddressed issues in the financial services industry – most notably in banking – is around sales leadership and [...]
Coaching with Efficiency
I had a great conversation recently with a talented young sales leader. In this discussion he conveyed to me his three biggest challenges: Finding more [...]
Don’t Waste Your Training Budget – How To Ensure Financial Advisor Training and Development Success
Pulling the trigger on sales training can be nerve-wracking, especially with the culture of austerity we all face today. Your butt is on the line [...]
Maximizing Your Sales Capacity – Improving Your Sales Performance by 25% or More by Reducing Calls-to-Close by One Call
Is this scenario familiar? One of your Advisors comes to you seeking advice on how to close the wonderful prospect that has been in his [...]
Maximizing Your Sales Capacity – Improving Your Close Ratio (It’s More Than Just “Closing Skills”)
In our last blog, we noted three key metrics by which you can fundamentally assess your opportunity for improving sales capacity. In this blog, we [...]