She’s a hard road finding the perfect adviser
How to find and keep the right people
Do you know the reason 54% of advisers leave the finance and insurance
industry before their first 12 months??
Here is what they told me
Lack of
- Direction
- Feedback
- Encouragement
- Appreciation
- Acceptance
- Approval
- Accountability
In other words – ineffective Sales Management.
I was fortunate enough to have all these qualities in my sales
manager when I began my 20 year career as a financial adviser.
Mark was always approachable and a good listener, he held me accountable
and challenged me to greater heights and acknowledged and celebrated
my successes.
In coaching we call that “good attention”.
In corporate speak it’s “engagement”.
How does your sales management rate when it comes to engaging your
team?
Jennifer Elliott of Integrity and Values.com describes the 6 ingredients
for workplace success as FUN
They are
- Degree of challenge
- Elbow room
- Opportunity for learning
- Mutual support and respect
- Meaningfulness of work
- Availability of a desirable future
When these are satisfied sales people work more effectively and
profitability soars.
How much FUN is your team having?
The key to my success as a financial adviser was having someone
to show me how to find my FOCUS.
A 2 step approach to find WHAT to FOCUS on
and WHEN to FOCUS which led
me to the HOW.
Stephen Covey calls it focusing on the IMPORTANT and
not urgent.
Now as a sales performance coach I can help your advisers find their FOCUS.
When you are in one- on- one or team coaching, this positive feedback
I have received shows the results of giving “good attention”.
“I know the importance now of prioritising the Important activities.”
“This is a fantastic way to reinforce the things I have been
shown and taught.”
“I have learnt that structuring and prioritising are vital.”
“Implementing the planning and structure to my week has seen
immediate results.”
“These meetings make you accountable.”
“Tracking my activity has brought me purpose.”
“So good to share experiences and recognise you are not alone.”
“It has helped me focus and minimise distractions.”
Taken from feedback after a one month trial of team coaching advisers
“I reached 90-100% of my goals with sales coaching...I’m back on track
for my longer term goals.”
Tony Gill, Financial Adviser
So where to begin with your sales team?
To find out how to find and keep the right people you can email me your details