Bill Walton Sales Training

  • About
    • About Us
    • Team
    • Case Studies
    • Testimonials
    • Awards
    • Media/Press
  • Client List
  • Speaking
    • Book Bill
  • Training
    • Virtual Learning Workshops >
      • The Virtual Sales Kickoff
      • The Four Steps for New Business Now
      • Energy is the New Time
    • Financial Sales Training >
      • Insurance
      • Wealth Management
      • Retirement
      • Banking
    • Commercial Sales Training
  • Sales Enablement
    • Sales Process Development
    • Value Propositions
    • Sales Coaching
  • Blog
  • Contact
  • Events
  • Store
  • About
    • About Us
    • Team
    • Case Studies
    • Testimonials
    • Awards
    • Media/Press
  • Client List
  • Speaking
    • Book Bill
  • Training
    • Virtual Learning Workshops >
      • The Virtual Sales Kickoff
      • The Four Steps for New Business Now
      • Energy is the New Time
    • Financial Sales Training >
      • Insurance
      • Wealth Management
      • Retirement
      • Banking
    • Commercial Sales Training
  • Sales Enablement
    • Sales Process Development
    • Value Propositions
    • Sales Coaching
  • Blog
  • Contact
  • Events
  • Store

Blog

Insights from the field of Selling

4 Roles Sales Managers Perform that Drive Revenue in Wealth Management

4/25/2018

0 Comments

 
The perceived value of sales management and the nature of the role have morphed over the years. From the “top closer” to “product expert” to "administrator", the role is being redefined as there has never been a more dire mandate for new client acquisition.
 
        Investing in sales leadership can yield top line revenue gains of up to 29% - Wilson Learning
 
To get there, help sales leaders adopt these 4 roles that are helping firms grow their topline:
 
Role 1: Enabler of Success
  • Acts in the role of mentor—using communication, negotiation, and development skills to lead their people.
  • Refrains from TELLING people what to do, rather holds people accountable to what they think is best.
  • Removes barriers – redundant processes, resistant internal support – the best sales leaders intercede and make it happen.
Role 2: Technical Expert
  • Pulls from their own in-depth knowledge, experience, and credentials to make the tough decisions and adapt to changing market/client demands.
  • Influences sales opportunities with their recognized skill and unique knowledge.
  • Applies their knowledge of systems – new and legacy.
Role 3: Business Manager
  • Uses business management skills to operate the team like a business.
  • Manages the P&L, invests wisely, and manages the forward-looking commitments of their people.
  • Gauges pipelines – assesses what real, what’s worth it and where their people can win.
Role 4: Visionary
  • Pulls people out of tunnel vision to see the interrelation of things
  • Shares where client demand is shaping the industry and why.
  • Helps their people understand client behavior and potential sources of motivation.
  • Paints a picture of where the organization is going and their role in it.
 
The bottom line - sound sales and performance management works best when it supports striving rather than keeping score. If you’re hiring right, your best people want to see the connection of their work to strategy, and strategy’s connection to value for clients. Your moderate (“movable middle”) performers need your coaching and training to help them get to their next level of performance. These four roles applied simultaneously will help your sales teams get there.
 
Click here to learn more about how Bill Walton Sales Training can help you develop high performing sales leaders in your organization: https://www.billwaltonsalestraining.com/wealth-management1.html
0 Comments

Your comment will be posted after it is approved.


Leave a Reply.

    Thought Leaders

    Bill Walton Sales Training has over 60  years of collective Fortune 500 company experience in Sales, Sales Training and Field Sales Management. Our specialty is preparing individuals and organizations to present their value propositions in a way that results in higher close ratios. Our team are un-blurring the lines of differentiation between their client's fiercest competitors.

    Archives

    April 2021
    March 2021
    November 2020
    October 2020
    September 2020
    August 2020
    July 2020
    June 2020
    May 2020
    April 2020
    March 2020
    February 2020
    January 2020
    December 2019
    November 2019
    October 2019
    February 2019
    August 2018
    July 2018
    June 2018
    May 2018
    April 2018
    November 2017
    September 2017
    August 2017
    June 2017
    April 2017
    March 2017
    November 2016
    October 2016
    July 2016
    May 2016
    March 2016
    November 2015
    October 2015
    July 2015
    April 2015
    March 2015
    July 2014
    April 2014
    March 2014
    February 2014
    April 2012

    Categories

    All
    Taming The Four-Headed Dragon
    The Winning Way

    RSS Feed

    View my profile on LinkedIn
Bill Walton Sales Training
1-917-439-3271 Phone
bwalton@billwaltonsalestraining.com

    Sign up for monthly news

Subscribe to Email Tips
©2021  Bill Walton Sales Training. All rights reserved.
Developed by Visual Media