Sales Curriculum

Skill development designed for the unique behavioral requirements of every selling role.

Top Producer Sales Course

This is without doubt the world’s most comprehensive sales and self-customizing course. Based on Jim Schneider's book, The Sales Producers, the objective of this conference are to prepare participants to gain access to target prospects, to profile prospects to identify their best sales opportunities, to develop objectives and specific sales plans for their sales calls and best client relationships, to establish a competitive difference, and to manage movement of prospects through a multi-call sales cycle.
This is the only course of its kind tailored to the personal strengths and weaknesses of each participant as determined by supervisor input and to specific target prospects in each participants’ current sales pipeline. This makes this course a great fit for salespeople in difficult top producer selling roles such as commercial banking, wealth management and mortgage origination.

Retail Selling Conference

The objectives of this conference for branch sales personnel are to prepare participants to proactively seek sales opportunities, convert inquiries to sales, profile clients for relationship development, build the average revenue per sale through add-on selling, and retain and develop best client relationships. The goal is to sell more in less time while servicing customers better. Our focus on seeking information rather than giving it enables your branch staff to overcome their sales discomfort, to identify high profit households, and to become more proactive in their selling behavior in less time.

Referral Selling Conference

The objectives of this conference are to prepare tellers and other referral staff to convert referral opportunities into sales and to create new referral opportunities with our unique “specials selling” methodology that puts your employees in the position of being advisors rather than “product pushers.” Some tellers at our client organizations make over 100 referrals per month, with a 50% conversion rate to sales.

Contact Center Selling Conference

The objectives of this conference are to prepare contact center representatives to meet the service expectations of callers on inbound calls, to initiate sales or referrals as appropriate on inbound calls, and to make proactive outbound telesales. Some modules are specific to outbound teleconsultants only. The course covers a combination of fundamental skills such as selling benefits and using questions effectively plus telemarketing skills such as creating rapport by phone, qualifying callers quickly and writing client centered conversation scripts.

Branch Teleconsulting

The objectives of this conference for branch sales personnel are to prepare participants to convert phone inquiries into appointments and to make proactive teleconsulting calls to sell products, to obtain appointments, to add to client profiles, and to solidify high value client relationships. The conference will include “live” calls to target clients and instructor and peer coaching and feedback.

This conference is different than other sales training conferences because it provides substantial opportunity for immediate application of skills with real clients and extensive instructor feedback and coaching. As a result, this conference has the potential to pay for itself the same day with the earnings on additional sales made during the conference.

Business Development Course

The objective of this course is to prepare branch managers and other personnel who have completed Retail Selling to identify prospects and to conduct business development selling beyond their current client base.

Top Producer Real Estate Sales Course

The objectives of the course which is tailored to the special needs of realtors and commercial real estate reps is to enable banks and credit unions to offer sales training to realtors in their market who give them deals as a relationship perk to build the relationship and to create referrals.

Sales Leadership Curriculum

Skill development designed for the unique behavioral requirements of each sales leadership role.

Sales Management Conference

The objective of this conference is to assure that every branch manager and department sales leader knows how to coach and manage goal-focused sales and service behavior using your preferred sales process. The conference will feature skill-building in negotiating goals, providing one-on-one observation and specific coaching direction, providing disciplined practice of key skills, communicating clear expectations for preferred selling behavior, giving employees feedback and encouragement, and preparing goal-focused 90 day action plans for each employee.

Advanced Sales Management Conference

The objectives of this conference are to prepare branch managers and department sales leaders to execute advanced coaching skills after some initial field experience, such as conducting effective sales meetings, analyzing sales reports and performance problems, coaching difficult employees and top performers, conducting effective performance reviews, coaching employees in sales strategy, and motivating employees to higher sustained levels of effort.

Front-line Coaching

The objective of this conference is to prepare front-line supervisors to provide assertive leadership in establishing clear expectations for sales and service behavior and performance, to provide specific, effective coaching direction to front line sales and service personnel, and to provide motivating feedback and encouragement to their employees.

Franchise Management

The objective of this conference is to prepare branch managers and market managers to develop sales plans to accomplish the market objectives assigned to them for development of their branch or market franchise.

Behavioral Interviewing for Sales and Service

Based on our validated financial industry research, the objective of this course for all supervisors who conduct hiring interviews is to teach recruiting and interviewing skills that will identify bankers who can sell and protect the organization from discrimination in hiring lawsuits. The course includes detailed interview guides for each of seven sales, service and leadership job roles plus four support department roles.

Service Quality Support

Skill development designed to improve the service quality delivered to internal and external customers by support department personnel.

Support Department Service Quality Conference

The objectives of this conference are to prepare support department personnel to meet the service quality expectations of their coworkers and your clients so the company can deliver great service and grow your sales. Employees are taught how to communicate in ways that prevent service problems and how to deal effectively with client complaints and with people of different behavior styles.

Follow-up Tools

How we reinforce what we teach.

Sales 360 Coaching ProfileSM

We now offer one of the only 360 feedback programs we know of that is specific to sales so you can give your sales leaders the kind of specific, objective feedback that can lead to real changes in behavior.

You’ll be able to conduct on-line assessments of the coaching effectiveness of your sales leaders with specific behavioral feedback from each sales leader’s employees, peers and supervisor. This feedback is compared to each sales leader’s self-ratings, and the assessment report highlights the sales leader’s strengths, weaknesses and possible strategies for improvement.

Sales Meeting Guide

52 week sales meeting guide with 52 scripted agendas for 15-20 minute retail branch sales meetings.

Trainer Certification

The industry’s best leader guides make our training easy to deliver.

Typically, our experienced consultants train your top sales producers and key executives, and a small “SWAT team” of internal trainers and field sales personnel deliver most of our training.

Since so much of our training is disciplined practice of key skills, our material is easy to train, especially with the detailed discussion guides we provide you. In our on-site certification classes, we’ll make you an instant sales expert and a dynamic presenter!

Advanced Sales Management Conference

The objectives of this conference are to prepare branch managers and department sales leaders to execute advanced coaching skills after some initial field experience, such as conducting effective sales meetings, analyzing sales reports and performance problems, coaching difficult employees and top performers, conducting effective performance reviews, coaching employees in sales strategy, and motivating employees to higher sustained levels of effort.

Front-line Coaching

The objective of this conference is to prepare front-line supervisors to provide assertive leadership in establishing clear expectations for sales and service behavior and performance, to provide specific, effective coaching direction to front line sales and service personnel, and to provide motivating feedback and encouragement to their employees.

Franchise Management

The objective of this conference is to prepare branch managers and market managers to develop sales plans to accomplish the market objectives assigned to them for development of their branch or market franchise.

Behavioral Interviewing for Sales and Service

Based on our validated financial industry research, the objective of this course for all supervisors who conduct hiring interviews is to teach recruiting and interviewing skills that will identify bankers who can sell and protect the organization from discrimination in hiring lawsuits. The course includes detailed interview guides for each of seven sales, service and leadership job roles plus four support department roles.

Disciplined Practice Workshops

Sales and sales leadership personnel who have attended a prior sales or coaching conference may also have the opportunity to attend a specialized workshop focused entirely on practicing the skills they learned and on receiving objective feedback to improve their performance.

Disciplined Practice

Sales and sales leadership personnel who have attended a prior sales or coaching conference may also have the opportunity to attend a specialized workshop focused entirely on practicing the skills they learned and on receiving objective feedback to improve their performance.

We offer separate follow-up workshops for Referral Selling, Retail Selling, Business Development and Coaching. Unlike any other sales training in the financial industry, these workshops are devoted exclusively to learning how to practice and to apply high impact sales and coaching behavior to each participant’s most critical real world situations for his or her job role. Participants practice the component behaviors of each critical skill and then put these behaviors together in rehearsals of the challenging and unpredictable situations they can expect on the job.

Sales Meeting Guide

52 week sales meeting guide with 52 scripted agendas for 15-20 minute retail branch sales meetings.