Drama Detox: Stop Gossip, Spark Results [VIDEO]
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I believe that truly great organizations have mastered two things—great people and great systems.
In this session, I’m going to share with you a system that has consistently and predictably doubled cross-sales in 4–5 months.
If you’re the kind of leader:
There are some unique challenges that banks face to keep their cross-sales numbers up after they’ve done the heavy lifting.
Most banks have experienced at least one of these, so let’s deal with all of them now.
Let me give you three proven steps that have helped banks move their cross-sales needles fast but, more importantly, keep them stable AND continue to sustainably advance them above seven and beyond.
Step 1: In contrast to the traditional “set goals, do some sales training, and then put incentive pay in place” followed by the “hope, wish and see what happens” approach that has been tried by thousands of banks only to fail 100% of the time, you’ll want to be sure that the process creates a predictable and sustainable transformation of results specifically in community banks. If the trainer can’t prove that the numbers go up and stay up for hundreds of banks, you’re better to do nothing.
Step 2: UNLIKE so many rah-rah, happy-happy sales training systems, you need more meat on the bones. You have to realize that successful businesses do have some complex systems. One of the most important things you can build is an ongoing success system integrating education, accountability, recognition, coaching, celebration and practice.
This goes beyond the head of retail. It’s an executive team’s responsibility to build these accountability processes so that everyone knows how they tie in to profit every day, and to make sure that the accountability is welcome and embraced because the appropriate psychology is managed, and steps are properly timed.
They have mastered how to do that and the systems that keep them from throwing the ball in the gutter and losing momentum. A few trips to the gym only creates results for short period of time. You need to keep going to truly build muscle and stamina. Why would this be any different?
Step 3: Instead of the having your leadership team attend more conferences about why it is important do to this, or implement research sales software thinking that it might actually help (which it doesn’t), instead show them HOW to do this.
When I show executives at my conferences how they can apply a proprietary implementation formula that does things in the right order and weaves together all the components for a holistic and predictable success machine, people rush to me at the breaks. They say things like, “Whoa, who’d have known? We were working so hard trying to fix this and I can see we couldn’t get results because we weren’t understanding the organizational psychology.”
It’s not their fault. Nobody has been teaching bankers organizational psychology. It’s like they were using a hammer on screw bolts. They needed the right system so that they could get a chance for their hard work to actually pay off.
A lot to digest there. But it’s just three steps:
1) Find out what is really working in community banking to move cross-sales needles.
2) Move from rah-rah, happy-happy to a proven system of accountability that builds confidence instead of scaring team members away.
3) Invest in your executive team so they can master a basic understanding of organizational development. Task them with building a sustainable and ever-advancing system with extraordinary yet predictable results. The outcome will be your peace of mind, knowing that you will be successful during good times and bad.
Make sure you tune into the next video. It’s all about the “big bank sales practices” that have raised an outcry among the general public. I’ll show you how to best address the concerns about these issues for both your customers and employees.
Ready to build a high-performance culture? Click here to watch our exclusive masterclass and discover proven strategies for driving excellence in your organization....
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