Capturing leads: Does it take a natural sales person, the right technology or the right motivation?

May 23, 2011 (comments: 1)

Last week, I accompanied a bank who is evaluating our unified Sales Management system on a visit to our largest credit union client. We met at one of the busiest branches and were hosted by the branch manager and her team—who did a phenomenal job of presenting the system. While looking at performance dashboards, the banker noticed that one of the CU’s tellers had generated a huge number of leads (capturing  approximately 90 referrals in one week), significantly more than any of her colleagues.

In the ensuing discussion, it was explained that this teller just loves to talk with members, and that with the new system, capturing leads for new products is so easy that she can do it with little extra effort and as part of the natural flow of conversation. Everyone else in the branch is watching this person’s performance and they are all motivated to achieve record results themselves. At this point, there is a very little financial reward involved. The reward is personal satisfaction and recognition by her peers and management.

I left with three thoughts about this experience.

1. Maybe there are natural born sales people, but everyone benefits from being part of an enthusiastic team

2. Recognition is always first on the list of sales motivators, with money showing up further down the list.

3. Financial institutions who want to not only survive, but also thrive in this market better equip their team members to compete.

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Comment by Denny Verrett | July 20, 2011

I certainly agree with your third thought!