Understanding the Sales Force

Brad Ferguson, my guest on this week’s edition of Meet the Sales Experts, shared a story about a bank he worked with.  Using Objective Management Group’s Sales Force Evaluation, he identified 8 bankers that weren’t right for the business development roles they were in.  After both the voluntary and involuntary turnover of 7 of them, the bank increased new business revenue by 30% from the 5 remaining bankers.  What did Brad have them do?  It was relatively simple, really.  He had them identify and focus on specific behaviors they could measure, required them to perform specific levels of those behaviors, and held them accountable.  Listen to the show to hear more.