Bank sales success is all about having the right people for the right job! And this starts with really understanding the requirements of the sales job and then assessing each banker’s skills and ability to meet those sales requirements. Although this sounds simple, most banks focus only on “Performance Review” rather than “Talent Assessment.”
In today’s highly competitive banking sales environment, Talent Assessment is the key to having the right bankers for the right sales jobs! Talent Assessment and Talent Development are a connected system that helps strengthen the bank’s overall sales process. Talent Assessment is used to evaluate and assess the bank's overall staff and leadership capacity, as well as individual bankers' sales strengths and weaknesses. A natural follow-up to Talent Assessment, Talent Development is used to make bank-wide improvements and continuously strengthen bankers' sales capacity.
One of the biggest challenges facing banks is selecting an appropriate sales Talent Assessment approach. With so many different types of assessment tools available in the market, deciding which ones to use can be confusing. Unfortunately, most Talent Assessment tools are “generic” and were not designed specifically for bank sales jobs. And let's face it, the talent needed to sell banking products and services is completely different than the talent needed to sell widgets!
So how do you select the best sales Talent Assessment tool for your bankers? Your first step is to determine what specific sales success traits are needed by your bankers. For example, for Commercial Bankers your bank’s sales success traits may include... Sales Skills, Banking Industry Expertise, Credit Skills, Business Acumen, Cash Flow Analysis and Business Finance.
So, your bank’s sales success is all about having the right people for the right job... and that requires having the right sales Talent Assessment tools! For over 30 years The Sales Institute has been researching, designing and testing various assessment tools specifically to assess the sales skills and knowledge of bankers. If you are looking for a better way to make sure your bank has the right sales people for the right job...contact us today!