Sales Leadership Excellence

Date:

Oct 29, 2024 to Oct 30, 2024

Location:
Indiana Bankers Association
8425 Woodfield Crossing Blvd
Suite 155E
Indianapolis, IN 46240-7321

The Sales Leader Excellence program has been utilized for 25+ years by community banks across the country to help those in charge of sales teams drive increased relationships and revenue. Participants will gain a sales management framework including performance management, coaching, motivating and recruiting that will make an immediate impact on their sales team performance and results. If you are a sales leader in search of resources to take you to your next level of excellence, this program is for you.

This workshop is guaranteed to be an intensive, high-impact program that will help Banking Sales Managers develop the critical skills to recruit, manage, coach, and motivate their team to extraordinary levels of performance.

Brochure

Agenda
8:30 a.m. Registration and Continental Breakfast
9:00 a.m.  Program Begins
Noon Lunch (provided)
1:00 p.m. Program Resumes
4:00 p.m.  Program Adjourns
Topics

Tuesday, October 29, 2024

Setting Standards & Accountability

  • Success metrics – what to measure
  • A process for setting Extraordinary goals
  • Your role – the Shadow of the Leader
  • Learn how to manage excuse-making and build ownership
  • Identify the commitment levels of each team member

Coaching for Success

  • The difference between leading, managing, and coaching
  • Understanding The Will to Sell and Sales DNA
  • What activities need coaching, how and when to coach
  • 5 Keys to Coaching Process
  • Coaching the Pre and Post Call

Wednesday, October 30, 2024

Motivation that Works

  • Characteristics of The Motivator
  • Understanding how your people are motivated
  • Effective goal setting & action steps for personal goal setting
  • Business goal setting and individual Success Formulas
  • Effective huddles and sales meeting

Upgrading & Recruiting

  • Cost of underperformers
  • The hiring process – 6 steps
  • Candidate profile and recruiting formula
  • Assessing – if you knew would you hire?
  • The 5-minute interview & behavioral-based interview questions
  • Onboarding process, checklist and questions to answer
Speaker

Jack Kasel
Sales Development Expert & Community Bank Specialist

Jack has 30+ years of experience in sales and sales management spanning a host of industries including software, transportation, printing services, insurance and training. Since joining Anthony Cole Training in 2014, Jack has become one of our community bank specialists, helping our bank clients sell better, coach better and hire better. Jack works with Community Banks 400m-5b all over the country. He is a Community Bank expert. Jack brings deep experience of feet on the street, practical selling as well as a coaching and training background, to help banks improve their sales results and close their sales opportunity gap.

Additional Information

Learning Outcomes

At the conclusion of this program, attendees will:

  • understand the critical sales management functions and how much time should be allocated
  • learn what sales activities, behaviors and crucial metrics must be tracked
  • have developed a Sales Success Formula for their collective sales team
  • be able to help RMs develop their personal Sales Success Formula and coach them to it
  • drive greater accountability with their sales team by helping them eliminate excuses
  • know how to motivate their salespeople with a 1 on 1 Extraordinary Goal Setting discussion
  • learn how to help RMs/Lenders create their Ideal Week, so they can self-manage their time
  • utilize weekly meetings and huddles to communicate and address burning platform issues
  • better understand and coach the Will to Sell and Sales DNA factors of their salespeople
  • learn and utilize a systematic approach to coaching – the 5 Keys to Coaching
  • understand how to execute effective pre, post-call, and observational calls with salespeople
  • learn a stage-based milestone centric sales process to utilize with RMs/Lenders
  • fully understand the profile of a successful RM/Lender at their bank
  • improve interviewing skills specific to identifying sales winners and decoys
  • learn a consistent process for building a candidate pipeline and hiring successful bankers
  • obtain valuable onboarding questions and processes to ensure new banker success
Fees

IBA Members

$599 per person
$499 per additional registration from same bank

Fees include the program, materials, continental breakfast, lunch & refreshments. Participation in IBA programs is limited to members, associate members, and nonmembers from an eligible membership category at applicable member or nonmember rates.

Surcharge of 100% for non-members.

location

Indiana Bankers Association
8425 Woodfield Crossing Blvd., Suite 155E
Indianapolis, IN 46240

Association Contact

Laurie Rees
VP of Education & Training
317-387-9380
Lrees@indiana.bank 

Cancellation Policy

The IBA will send confirmations as requested for its programs. Please check the appropriate box & include a fax number on the registration form.

Within three or more business days prior to the day of an educational program, no cancellation charge will be assessed. Within two days prior, 50% of the fee is assessed. Refunds are not provided for cancellations 1 day prior or absences on the day of the program. Substitutions are welcome at anytime.