egyii blog

The Current Scenario

Your private or priority banking team management or HR has built a sales process into the sales “routine.” This is typically driven top down. Your Relationship Managers now need to ask the right questions, follow a script, fill in forms and often utilise a time consuming, data capturing CRM system.

What does this do?  It allows consistency for all sales and management so that the actions and numbers can be tracked. From a management perspective, it is a lot easier.

The Dilemma

Does this work? Does a process work  for everyone? Does it make for a successful Relationship Manager? Most likely no.

Dealing with the Dilemma

In order to make the sales process successful, the Relationship Manager needs to feel very comfortable in his own zone. He needs to be be driven by his own conviction and passion..that could be money, success or bonding with his client. Quite often, he is too focused on what he “needs” to get done (the sales process-to keep his boss happy since so much was invested to make it successful) that he actually doesn’t get done what he really should get done. It is not suggested that the complete sales process be dropped by any means, but if the Relationship Manager focuses and uses his own intuition, mixed what he is comfortable with in the sales process, he will connect.

How does he connect? The client will see that the Relationship Manager is focused on his needs and not focused purely on immediate sales results.

Isn’t this what the client wants? An undistracted focus on him and his needs?

For related materials see What Makes a Great Salesperson.

Trip Allen, Team Egyii, Singapore

Tags: Bank Training, Financial Services Sales, Learning and Development Strategy, People Skills, Relationship Management

This entry was posted on Monday, March 9th, 2009 at 9:39 am and is filed under Relationship Management, Sales. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.