Coaching: The Three Challenges and the “One Thing”
Coaching is hard. Why? Well there are many reasons, but there are 3 primary challenges we see financial services sales leaders struggle with the [...]
Coaching Value – Do You Have It?
Sales reps reporting to great managers report high levels of job satisfaction and deliver four times more revenue than those working for poor managers. [...]
Are YOU Delivering a Consistent, Client-Centered Experience?
Consider the following conclusions from a 2012 Corporate Executive Board report titled Building Loyalty Through a High-Quality Client Experience: “Clients’ low confidence in financial [...]
Want to Increase Sales? Stop Selling and Serve!
Don’t let this title deceive you. We are not suggesting you eliminate the word “sales” from your organizational vocabulary. It’s a valid term and [...]
Want to Make Your Number? SIMPLIFY Your Coaching!
The single biggest obstacle to consistently achieving goal in our industry is sales leadership, or more specifically, the lack of consistent, value-add coaching. Probably [...]
What’s Missing in Financial Services?
Recent research about the financial services industry suggests we have some work to do as to how our industry is perceived by the general public. [...]
The Misunderstanding about Client Experience
The conclusion in this PWC survey served to reinforce what Greene Consulting anticipated back in 2010 – that the next major focus for financial [...]
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 [...]
The Real Reason People Mistrust Financial Advisors
By: Lisa Earle McLeod Lisa Earle McLeod is a leading authority on sales leadership and the author of four provocative books including the bestseller, Selling [...]
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 [...]