Having read some or all of the ten “imperatives” in this Sales Leadership series, your question might be, “How do I most effectively begin this process of applying these tactics?” We will give you a clear beginning process on Monday. But, to make our comments more meaningful, jot down what you think the first steps…

In the last three articles in this series, we have discussed teaching, coaching and delegating as imperatives that the good sales leader should master. For maximum effectiveness, each of these tactical activities must be accomplished while constantly motivating those whom he/she is leading. Leadership is not for the faint of heart. If we have not…

Motivation is either scientific art or artful science…take your pick.  Come back on Monday and we’ll discuss some proven ways to apply both art and science in this process.  But first, list three specific steps you believe are essential to being a motivating sales leader. image credit  

Delegate?  Isn’t it the responsibility of management to manage?  Isn’t delegation synonymous with abdication of responsibility? It sure seems that delegation defies all logic when it comes to effective leadership.  However, when properly planned and implemented, delegation will not only leverage a manager’s time, it will also enhance the skills of some producers in a…

Delegation seems to be the opposite of what a good leader would do to elevate production and skill development.  If asked to disprove the commonly-held belief that good sales leaders don’t delegate, what 3 reasons would you use in your proof presentation?  Also, what 3 activities would you delegate to others if you were a…

In the previous articles, we have defined some specific strategies and tactics that we have used, taught, and proven to work in many venues and many segments of financial service sales.  Through these many and varied applications, it has been increasingly clear that systems, processes, and measurements alone will not, by themselves, work to significantly…

Over the last 2 months, we have established both a strategic plan for effective sales leadership and many specific tactical ways to implement this leadership. As we look forward to ways to achieve the greatest results from these activities, list the ways in which you visibly demonstrate sales leadership and actively model good sales application…

When asked, most sales managers in the financial services industry say that the one activity they want to be able to do better…or do at all…is to COACH and do it effectively.  As we have seen in the last two articles in this series, coaching cannot be accomplished efficiently or effectively without first establishing skill…

Okay, now we are at the point of discussing COACHING.  Most financial sales managers want to start there; however, as we have discussed, this cannot be accomplished effectively without the preceding steps of benchmarking skills against requisite levels and evaluating progress in these areas.  We have now injected teaching, which seems to be simply another…

One of the most serious problems financial planners encounter is clients who have no valid will.  If anyone dies without a valid will, then their estate is administered under the intestacy laws of their state.  In other words, their state has written a will for them. Why are state intestacy laws important to Financial Planners?…