Kane Bank Services 1 Successful Sales Leadership I for Branch Managers This three-day course teaches the branch managers how to focus on the activitie...
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Successful Sales Leadership I for Branch Managers This three-day course teaches the branch managers how to focus on the activities that drive sales performance. Learn how to: − Lead your team to meet the desired strategic outcome − Focus on and manage the activities that will lead to goal attainment − Develop the discipline to coach sales consistently daily, weekly, and monthly Objectives: ¡ To develop the coaching and leadership skills necessary to drive sales performance in the branch Topics: Establish a Framework ¡ Communicating and establishing the company’s strategy and vision ¡ Translating the strategy into plans to execute ¡ Setting performance expectations ¡ Establishing sales and service practices Coaching and managing improved performance levels ¡ Using one-on-one focused coaching ¡ Improving technical and product skills ¡ Motivating all employees and recognizing top performers ¡ Managing performance of the branch and all individuals ¡ Managing outside business calling initiatives ¡ Holding effective sales meetings ¡ Inspecting behaviors ¡ Measuring results
Kane Bank Services
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Successful Sales Leadership II for Branch Managers This two-day course will teach the branch managers how to “role model” relationship selling through profiling. They will personally perfect their sales skills, which will help them to succeed as a coach and to lead by example. Learn how to: − Develop a complete “profile” of a customer’s financial needs in order to understand short and long-term product needs − Offer customers a complete package of services to meet their financial needs − Call on business customers − Cultivate existing business relationships and manage the client contact process − Practice applying coaching skills to the selling process Objectives: ¡ To develop true relationship selling through profiling Topics: ¡ Building trust with customers ¡ Using a sales model ¡ Managing on-going customer contacts ¡ Cultivating business relationships ¡ Practice skills from the Sales Management Training Program: − Communication − Sales Focus, Expectations & Inspection − Sales Coaching − One-on-One Focused Coaching
Kane Bank Services
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Assistant Manager (or Teller Supervisor) Sales
This one-day course will teach assistant managers (or teller supervisors) how to coach and mentor their staff in a sales environment. Learn how to: − Focus on sales and service activities − Manage personal goals and be accountable for the branch success − Coach the team to use a service environment to maximize sales opportunities Objectives: ¡ To develop a strong sales and service culture among teller positions Topics: ¡ Coaching and developing sales in a service environment ¡ Using one-on-one focused coaching to direct activities and get results ¡ Developing individual and branch goals ¡ Using a sales referral model ¡ Recognizing & rewarding cross-selling excellence
Kane Bank Services
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Successful Sales for Platform Employees
This two-day course will teach branch sales employees how to meet their personal sales goals and exceed customers’ expectations. Learn how to: − Complete a thorough profile on new and existing customers − Offer complete financial product package solutions − Call on business customers − Build a referral network − Manage your personal performance daily, weekly, and monthly Objectives: ¡ To develop the skills necessary to excel in sales in the financial services arena Topics: ¡ Profiling customers to understand their complete financial needs ¡ Building trust with customers ¡ Using a sales model ¡ Recommending a complete financial package of services ¡ Managing the customer contact process ¡ Cultivating business relationships ¡ Using One-On-One Focused Coaching ¡ Building a referral network ¡ Engaging in competitive shopping to understand your institution’s strengths and weaknesses ¡ Handling obstacles ¡ Developing an action plan that will lead to success
Kane Bank Services
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Successful Teller Sales
This one-day course will teach all tellers how to help their customers meet their financial objectives. Learn how to: − Build customer trust by providing outstanding service − Identify cross-sell opportunities − Meet personal goals − Turn service encounters into sales opportunities Objectives: To enhance customer relationships by making referrals to sales officers Topics: ¡ Building trust with customers ¡ Developing listening skills ¡ Looking for cues and clues ¡ Using a sales referral model ¡ Working through objections ¡ Recognizing cross-sell opportunities ¡ Developing personal goals and accountability
