The Power of Cross-Sales—How to Do Them Without Being Salesy
I attended my first bank CEO conference several decades ago. You know what the theme was when people talked about cross-sales? They said, "My people are still order...
When I was working on my graduate studies in organizational development, I learned about the concept of learned helplessness.
What I’ve discovered is that it’s a significant issue. It’s often the reason why organizations don’t become Top Five Percenters™—people become helpless and resigned. Nobody informed me of this, and I didn’t receive training on it. However, I always tell team members that if they’ve been here for more than a week, they should have used the Internet to find out what they need to know. It’s their responsibility to find a solution.
It’s their responsibility to navigate around obstacles. From personal experience, being pulled over by a police officer has taught me that saying “I didn’t see the sign indicating the speed limit” is not a valid excuse. There’s no room for that kind of reasoning. Yet, in the workplace, people often believe that their excuses should absolve them of responsibility. There are only two kinds of people: those who live in learned helplessness, constantly explaining why things can’t be done and viewing themselves as victims of their circumstances, and those who rise to the challenge, committed to figuring things out and taking responsibility.
I am dedicated to finding out what matters and will put in the effort to get it done. You need people in an organization who are committed to overcoming learned helplessness, those who strive to be among the top 5% and contribute positively to the team.
To your continued success,
Roxanne Emmerich
Please watch the video above and share it with your exec team and board.
I attended my first bank CEO conference several decades ago. You know what the theme was when people talked about cross-sales? They said, "My people are still order...
Sometimes, two different ideas seem to challenge each other. You've probably heard me say that everyone has a role in managing the culture of the organization. You've...
I don't care what your position is; you have a sales position. Why? Let's say you're out with other soccer moms, and somebody mentions they're planning on building a...
Ken Blanchard wrote several books years ago and conducted a research study. What he found was that the number one concern for business owners was the lack of people...
Do you feel good about yourself when you help other people? What if you could get your team excited about having your clients acquire all the products and services...
Whenever I do the Breakthrough Banking Blueprint Conference, I ask the question “Who here is in marketing”, and one or two hands go up. I ask again, “Who here is in...
It’s a whole new playing field out there. With AI we now have the tools to find your next best customers, but if you don’t bring wisdom to the tools, you have more...
We know that for banks that have 2 billion in assets that anywhere between 50 to 140% of their profits come from their top 100 most profitable customers. But the real...
Several years ago, there was a gentleman who came into our boot camp, and he was an EVP of a bank on the West Coast. He told me that they had hired a firm, spent...
All of our Top 5% performing banks have something in common. They've all mastered the science of team selling. Yeah, I know you think you're doing team selling...