It all starts with understanding your target customer and what activities you need to perform to engage them. Then focus on proactively and skillfully performing those activities on a consistent basis.
Those activities could include outreach calls, networking functions or gaining referrals. Seek coaching and guidance on how you can more effectively perform these activities.
Finally it is important you recognize that business development is a continuous process. Unfortunately many bankers are easily distracted by other administrative activities that prevent them from effectively executing the sales activities required to exceed sales targets.
Leverage your Manager to provide support and to hold you accountable for consistently exceeding your activity objectives.
Therefore the best approach for exceeding sales targets is to combine focused strategic effort with consistent skill development and formal accountability/support.
Do you have a question for our coaches? Ask a question and they will answer it for you on our blog!
For more career, sales and leadership advice please contact our coaches:
Joe Micallef – Sales Coach – email firstname.lastname@example.org, or phone (773) 329 0066
Donna Flynn – Career/Management Coach – email email@example.com, or call (630) 624-4319