Creating Member Loyalty

Creating Member Loyalty^TM

Sales Leadership Strategies – Sales Accelerator

Sales Accelerator is known as “short-cycle salesmanagement” based on its systematic process for coaching sales staff on a weekly and bi-weekly basis (i.e. short-cycle). This process actively engages sales managers in two critical aspects of sales team performance; sales activities and personal effectiveness. By linking weekly staff activities and effectiveness with targeted business goals, sales results accelerate rapidly along with the value experienced by your members. In practice, this process takes only a few hours each week. Yet it dramatically increases the effectiveness of the time spent managing sales and strengthening the sales team.

This Program is Designed for:

Front-line sales managers
Regional and senior-level sales/service managers

Learning Objectives

Focus weekly staff activities on the credit union’s highest-impact priorities
Systematically communicate how weekly staff activities impact key credit union strategies
Engage sales team in effective meetings focused on relationship-building efforts with members
Strategically target coaching activities aimed at long-term staff development
Influence the future results of individual sales staff using trend-analysis tools
Quickly adapt short-term action plans and strategies as needed to meet member needs and achieve sales targets

Program Content

Scorecard Development (Pre-Course Preparation)

Selecting 3-4 key business priorities
Identifying the success measures that will drive sales managers’ activities

Skills

Maintaining and Enhancing Self-Esteem
Focusing on Specific Behavior and Outcomes
Asking High-Impact Questions
Using Listening Skills

Processes

Credit Union Strategy

Member Relationship Management
Business Priorities and Activity Standards

One-on-One Coaching

Trend-Based Coaching
Opportunity-Based Coaching

Team Meeting and Coaching Processes

Sales Staff Deployment Meetings
Sales Staff Assessment Meetings
Team Performance Meetings

Strategies and Tools

Analyzing Performance Trends
Scorecard Management and Priority Analysis
Pre-call Planning and Post-Call Review
Meeting Agendas and Manager Toolkit

Training Time

3-9 modules
8-25 hours

100% Guarantee
CUNA Center for Professional Development is committed to providing a quality learning experience with cutting-edge topics and expert instructors. If for some reason you are not fully satisfied, contact us and we'll provide you a full tuition refund or credit.

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Credit Union National Association

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