Retail banking leaders wake up!

We are not jockeys and they are not horses!

Can financial institutions achieve growth without the boiler room sales techniques? The answer is without a doubt. The three things I am utterly convinced of is that when the team is on a mission to change a life a day.... that philosophy will pay far better dividends than any goal or quota ever will. The other two things? Tell them why and show them how. The combination of these 3 things will carry any retail network to victory and record growth.

Honestly, when the team no longer sees goals but approaches the day to better the lives of all they interact with they are now a missionary. For too long the industry has been on a mission of creating mercenaries at many institutions and mostly at the big banks. Hit the goals and get the incentives and then get the promotion. We have read a lot of this in the news lately regarding one of the big banks. I often joked to my team that "those guys" would sell home equity lines to the homeless if it was the product of the week.

This management style is mostly led by those who can not lead by example or teach but only can go to the whip and lead through intimidation and creating job insecurity. There is just no value there. It creates a culture of unhealthy competition and also may lead to some ethical dilemmas for those trying to survive.

To achieve real growth and the healthiest culture we must build a team of financial physicians, who interact with confidence and expertise, because they have been so well trained. This is the strategy that will win the day for credit unions and community banks.

It is time that the CEO's of the smaller organizations stop looking at the big boys for a sales leader. All they are getting is poison in their well by thinking that could possibly work. The other mistake is having a leader on the opposite end of the spectrum....the administrator.

Retail banking employees do not want to be led by a jockey or a babysitter but they do want to be led by a thoroughbred who does not whip them but runs out front clearing the track. It is time to lose the special campaign culture or the contest culture and make the product of the week whatever the next customer needs. Doing the right thing in every interaction is the surest way to victory and development of a world class culture that all will want to be part of.

Trust me in one thing when the team joins the mission the results are far greater than any boiler room sales team will ever achieve. What the team is looking for is a leader who inspires but also mentors. Get them to aspire as you inspire and don't forget to perspire right along side of them the rest will take care of itself.