Sales & Marketing

Learning Sessions by Track

5 Keys to Coaching (for Sales Leaders)

A good sales coach motivates salespeople by coaching to their individual hopes and dreams and by holding them accountable. They help them generate more revenue with intentional, ongoing coaching to improve skills, not just the deal at hand. When sales managers spend at least 50% of their time coaching, their RMs are 49% more productive.

In this workshop, sales coaches will learn the five critical steps that you must master and execute in order to get the best effort and results out of your salespeople. Most sales managers have evolved from being a ‘player’ to being a ‘coach’. This webinar will help participants understand the fundamental shift in thinking that must occur to earn the followership of your team. In this session, LOB Leaders will gain a proven and systematic process for more effectively and methodically coaching your people.

Participants will learn how to implement these 5 steps:

  1. Insight: How to effectively gather and use data to uncover choke points in the sales process
  2. Feedback: Discover the skills to continual and specific feedback
  3. Demonstrate: Show them the behavior you want them to execute in the field
  4. Practice: Role play with your salespeople in order for them to practice and achieve success
  5. Action Plans: Establish specific prospecting and networking activities needed to reach goals

Who Should Attend?
LOB leaders, branch managers, sales managers, training managers, CEOs and sales leaders

SPEAKER

Mark Trinkle
Chief Growth Officer
Anthony Cole Training Group, LLC

How Banks Drive Positive Social Change:
Measuring & Marketing Your Social Impact in a Changing World

With crisis comes opportunity. Individuals and institutions are re-evaluating what is important and how to meaningfully contribute to society. The global pandemic has accelerated key trends that we have been seeing over the past decade: young workers want jobs with meaning, people want to shop and spend in alignment with their values, and businesses are touting their social responsibility practices. Consumers are also calling on businesses to lead on positive social and environmental measures and banks are no exception. People are also finding hope, change, and power in new places — including where they put their money. Fortunately, as banks, we have the immense power to fund the causes and activities that our communities want while remaining financially sound. Additionally, banks that are strategically positioned to be agents of impactful social and environmental change will attract and retain the workers and customers of tomorrow, ensuring the long term health of our industry. This session focuses on how you can measure the positive social and environmental impact your bank is having in the world, tell the stories of this impact through your bank’s marketing efforts, and use impact evaluation to manage and increase your bank’s positive impact. The session will offer a few simple ways to get started, share examples of promising practices from several banks, and provide insights into how this movement is being led by both national innovators and global institutions like the United Nations. Ultimately, you will learn how your bank can be part of this growing community of financial institutions.

SPEAKER

Erin Kilmer-Neel
Executive Director & Chief Impact Officer
Beneficial State Bank & Foundation

Getting in the Game: Aligning Marketing and Execution

As an industry, we spend vast amounts of money, not to mention time and internal resources, to market our institutions—to get them to choose us. We brand. We market. The role of the marketing professional is to get consumers—the team captains—to pick our financial institution first. For this to be most effective, however, there must be alignment between marketing and execution. Building true alignment between marketing and execution depends on four factors: product knowledge, customer service, accountability and incentives. Join us as we figure out how to keep your financial institution from being left on the sidelines.

SPEAKER

Bryan Easley
Vice President
Haberfeld

The Genie is Out of the Bottle –
Marketing to the New Consumer in a
Post-Pandemic World

People staying home to shelter in place, businesses closing, and a massive shift to online services across all industries have caused today’s consumer to change their behavior – and chances are they won’t ever go back to the “way it was,” even if they could. Community bankers had to quickly adapt to staff working from home, no more lobby traffic, increased usage of mobile banking, and embracing a “digital experience” whether they wanted to or not. As we look towards the future, will our customers be forever changed in how they interact with us? Most experts say “yes” and it’s up to us to figure out how to market to and build relationships with our customers in this new post-pandemic world using online tools and social networking strategies.

SPEAKER

Eric Cook
Digital Strategist
WSI

Growth Strategies for 20/21 (C-Suite)

Does your bank need to acquire and grow new relationships? Bank CEOs and Sales Leaders no longer have to rely on observation, anecdotal evidence and personal opinion about what differentiates top performers from average and poor performers. There is a science to selling and this workshop will provide participants with a glimpse of the 21 specific skills and capabilities that relationship managers must have to be top producers. Mark Trinkle, Chief Growth Officer with Anthony Cole Training Group, will share the specifics of each skill, how they impact success and how these apply to banking, specifically.

Participants will learn:

  • How to elevate the effectiveness of your current sales team
  • What skills you must look for in your next hire – manager or salesperson
  • How to utilize a free tool to evaluate your own salespeople’s core competencies in comparison with the banking industry as a whole

Who Should Attend?
Bank CEOs and Sr. Executives, HR Directors

SPEAKER

Mark Trinkle
Chief Growth Officer
Anthony Cole Training Group, LLC