The Internet sales environment, which most of us are increasingly operating within, is demanding a redesign of our salesforce. This redesign is going to focus in on key new expectations of Internet consumers:
- Immediacy
- Responsiveness
- Follow up/through
Unfortunately, these expectations construct some serious challenges for the traditional retail loan officer. Most are not used to:
- Needing to be hyper-connected (telephone, cell, email, text messaging, etc.)
- Managing a deal without face-to-face contact
- Potential competition on every deal
- 100% of the follow-up responsibility on the loan officer (this client-type doesn’t call you)
Consequently, numerous challenges are created for sales team leaders and managers, like:
- Driving high call volumes
- Compelling multiple call-backs
- Disciplining consistency in sales processes
- Agent fatigue
- Lead distribution and redistribution
My “Building a Sales Team” presentation guides you through the fundamentals of creating a team that can perform and excel within this harsh Internet sale environment.
For more guidance in building this type of salesforce reference some of my past posts on Better Closer Blog on topics like Sales, Sales Teams, Salesforce.
