What the Top 1% of Banks Do That the Other 99% Still Don’t Get
In this video, I discuss how the top 1% of community banks are not working harder than their competitors—they’re working smarter. By leveraging a high-performance...
I believe most people really want to do a good job.
In this session, I’m going to show you how to take your “ok” performers and help them focus on what matters so they can create far better sales results than they ever dreamed possible.
If you’re the kind of leader:
Three challenges get in the way of optimized accountability:
If you’re like hundreds of bank CEOs I’ve talked with, you have seen all of these at one time or another.
I’m now going to give you three steps to get your people some accountability traction right within a few short weeks.
Step 1: In contrast to so many initiatives where they suggest that if you set goals and change incentive pay, results will happen, the reality is that hundreds of bank CEOs nod when I bring up that it doesn’t work.
Regardless, so many bank executives still introduce those tactics hoping for a different result. Instead, you need to understand that you don’t have a sales training issue—you have a confidence issue. Until you get the right system in place to normalize winning, accountability will ALWAYS blow up.
Step 2: UNLIKE so many approaches that start out setting a target that is too high, realize that you want some quick wins on the basics at the beginning. By bringing visibility to the basics AND celebrating them, you can then slowly raise the bar. By going slow, you go REALLY fast.
Step 3: Raise the bar every week from the week before. By celebrating the progress weekly, you can enjoy the buy-in. Follow that by building the “franchise system” of reporting, celebrating, visibility, and coaching. By doing that, you’ll avoid the “this too shall pass” experience (and return to lackluster results) that is almost otherwise guaranteed.
Just three steps:
Go through this process, and you can get accountability for the right things in place quickly. And you can sleep well at night knowing you won’t have to repeat this in a few years with people doing the “slow walk” thinking they’ll win again in their fight against accountability.
Be sure to check out the next episode, where I’ll show you how to help your sales managers get better results in growing your loans.
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