In a sales coaching video for bankers produced by Clarity Advantage, a consulting and bank sales training firm, President Nick Miller explains how a playbook, personalized coaching focus points, criteria defining good performance, and field observation will improve coaching quickly and increase sales performance.
There are four things every bank sales manager needs to improve coaching quickly, according to consulting and bank sales training firm Clarity Advantage. In the company’s new sales coaching video, President Nick Miller discusses these four things—a playbook, personalized coaching focus points (captured on three-by-five cards), criteria defining what good looks like, and field observation —and how bank sales managers can use them to become better coaches and accelerate people’s sales results.
“We hear it all the time from senior banking leaders: our branch managers, business bankers, and small business bankers aren’t meeting our clients’ trusted advisor expectations, and that’s because we’re not training or coaching enough,” says Miller. “Our latest video offers a roadmap to better sales coaching practices.”
Entitled Coaching From Three-by-Five Cards (http://www.clarityadvantage.com/knowledge-center/bank-sales-management-video.php), the two-minute video is one resource Clarity Advantage offers to help bank sales managers improve their coaching skills. The company also offers Field Coaching, a classroom session for retail and business banking team leaders.
“In Field Coaching, we teach retail and business banking team leaders how to coach behaviors to drive better sales results. We help them to know the skills they’re coaching to well enough to recognize what ‘good’ looks like and to recommend changes when necessary. We also help them prepare for observation calls and coaching conversations with their sales team members,” explains Miller.
Coaching From Three-by-Five Cards is one in a series of 12 educational videos Clarity Advantage will produce in 2012 aimed at helping bankers increase sales results. To access Clarity Advantage’s video library, visit http://www.clarityadvantage.com/knowledge-center/video-sales-tips.php.
About Clarity Advantage: Consulting and bank sales training firm Clarity Advantage helps banks clarify, implement, and execute sales strategies to generate more profitable relationships, faster, with small and medium-sized companies, their owners, and employees, working with branch, field sales, and call center sales team members. The company also assists banks to attract and expand relationships with individuals and families. Visitors to Clarity’s website, http://www.clarityadvantage.com, can subscribe to “The Weekly Sales Thought,” a free eNewsletter and podcast focused on business-to-business sales techniques and sales management.