|  Why are we still talking about dials? Why are we still talking about dials? ... there are the many and varied things internals have been known to do that don’t help sell a darn thing – like calling advisors who they are sure will send their calls straight to voice mail – but do count as a dial.
So the question is, if dials don’t measure what we really care about, meaning sales effectiveness, and are known to drive bad behaviors, why do we, as an industry, continue to pay so much attention to them? Continue to…Internal Wholesaler Measurement  Who’s to blame?So why do hybrids sometimes fail? It’s tempting point the finger at the model and say that it’s not a good fit for our industry. From where we sit the culprit is more likely to be a deeply held belief about what it means to be a wholesaler or even a lack of understanding about how a successful hybrid model works. Because of this... Continue to…When Hybrids Fail  Do your wholesalers have it? To borrow some industry jargon, effective presentations employ a core / satellite strategy. The core, the part that wholesalers usually nail, lays out features and benefits, standard deviation, stars, stripes and so on. The satellite creates alpha by setting the decision-making process in motion. This alpha helps the advisor not only understand the product, but effortlessly position it to the right clients in a simple yet compelling way. Continue to…Presentation Alpha  Wholesaler scheduling can be a real headache and aspirin won’t help. But wholesalers and their internals who continue to ask for appointments primarily in stand-alone, transactional conversations – “Hello, are you available, see you then (or not), goodbye” – are only making the task more difficult. The easiest and most effective way to ask for an appointment is during a more substantial advisor interaction, a best practice that top wholesalers having been using for years… Continue to…Wholesaler Scheduling  Is there hope or should we send flowers? Sad to say, but sales coaching seems to be dying in our industry. Not because it’s a bad idea or because it isn’t effective. Research consistently shows that coaching increases sales results. And the problem is not that sales managers don’t want to do it. They do. Register to Download So Why Are You Standing In the Teller Line?When banks introduced ATMs back in the 1970’s, consumer research was definitive. When was the last time you stood in a teller line? And how could the research have been so wrong? Register to Download Is Duct Tape the Answer?Now, as the sun begins to rise on the economy again, many firms want to rebuild the effectiveness of their sales desk. The temptation is to just put some duct tape around the frayed edges of the old model and hope that things can get back to where they were. Register to Download | New Workshops and Programs Territory Management for Hybrid Wholesalers
Spring and fall workshop dates available. Learn more...  Sales Desk Management 2.0
A Workshop for Sales Desk Managers. Learn more... |
