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Vision Drives Culture

Vision Drives Culture

Every successful leader knows that sales growth becomes possible when the organization’s vision drives the culture. For many financial institutions, the drive to achieve sales growth can easily be misinterpreted as the organization’s vision. When this happens, selling becomes the vision and service becomes lost. It doesn’t matter what industry you’re in either. If your organization’s vision is not visibly focused on service, no amount of effort and expense at creating a dynamic, results-based sales culture will bring long-lasting growth or success.

A best practice for driving growth is to rally your leadership team around a three-dimensional lens for what sales growth looks like. The practice emphasizes the significance of knowing a) how a selling strategy will impact employees, and b) how a commitment to their success will drive the organization.

1. Deeper relationships drive sales growth
Most sales-based employees are motivated by money. This means sales incentive plans play a critical role in achieving growth goals. But, an incentive plan will never fix or replace poor sales
and service behaviors. Exceptional sales and service behaviors are what deepen relationships with customers. Does your team have exceptional sales and service skills?

2. Increased sales activities drive sales growth
If you have a sales incentive plan for your sales team, or are thinking about creating an incentive plan, be sure it includes goals at the activity level and does not simply reward results. When you reward the consistent effort of asking for referrals and setting appointments, your sales team understands that the organization values the development of individual’s work toward mastery. The result of mastery of any skill is results. This focus also ensures appropriate behaviors for both sales representatives and sales managers.

3. Sensible scrutiny drives sales growth
The best time to do a sensible scrutiny of a sales incentive plan is before you release it. Your money-motivated sales team will inevitably look for ways to maximize their financial reward. This often translates to them finding creative ways to ‘beat the system’ and break your incentive budget. You want their enthusiastic participation to work in your favor, not against you. Moreover, putting in place tracking mechanisms and monitoring systems will demonstrate your commitment to behaviors that match your core values.

This three-dimensional lens helps leaders demonstrate the value of service excellence over sales goals. When an organization has won at service excellence, their success with sales growth is unstoppable.

Center for Practical Management helps companies achieve organizational goals and behavior change initiatives through tailored consulting services, leadership coaching, employee skills training and marketing services. Learn more at www.cf-pm.com

Center for Practical Management is a strategic business partner with Raddon, a Fiserv Company. Learn more at www.raddon.com

Client Stories | Bank of Putnam County

Client Stories | Bank of Putnam County

February 1, 2018 – The Bank of Putnam County has partnered with Center for Practical Management for five consecutive years of high-impact, results-generating employee development across the organization.  

A commitment to employee development at Bank of Putnam County has fostered a culture that celebrates the achievement of mastery skill level within every individual, every team, every branch location. Renowned for exceptional service in the communities they serve, Bank of Putnam County employees are committed to delivering memorable and superior service every day.

Prioritizing employee development for organization success 

“Our staff became sales oriented without ever realizing it, and we are enjoying the benefits every day,” said David Williamson, President and CEO of Bank of Putnam County. “As a result, after our initial agreement matured, we have continued to extend our relationship with Center for Practical Management.”

Bank of Putnam County has figured out that employees thrive when they feel valued, and one of the best ways to value employees is to provide continued learning and development. Now in its sixth year with Center for Practical Management, Bank of Putnam County is hosting Advanced Performance Management, Relationship Management Training, and Referral Excellence Workshops. According to President & CEO Williamson, a transition to an in-house training program is talked about every year—but it simply doesn’t make sense when our teams truly look forward to workshop days with the Center for Practical Management trainers.

More from President & CEO David Williamson “Our program was customized to our own needs and that has been accommodated every step of the way. We found their team to be very well informed, professional, experienced and easy to work with. Our front-line staff completed 15,198 referrals in 2016. Prior to engaging the Center for Practical Management staff, we had only achieved 7,440 in a calendar year. The results that we have achieved are directly attributable to the results of the sessions that they have conducted. I am confident that any organization that is fortunate enough to engage their services will greatly appreciate the impact they will have.” 

The Bank of Putnam County is headquartered in Cookeville, Tennessee, offers 14 full-service branches and two financial service centers.

Curriculums and training materials are available to clients, license-free in perpetuity, following contracted engagements with Center for Practical Management. Contact us for a no-obligation conversation and pricing proposal. 

Center for Practical Management helps companies achieve organizational goals and behavior change initiatives through tailored consulting services, leadership coaching, employee skills training and marketing services. Learn more at www.cf-pm.com

Center for Practical Management is a strategic business partner with Raddon, a Fiserv Company. Learn more at www.raddon.com