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DEVELOPING YOUR TEAM: CREATING A CONSISTENT SALES PROCESS 

DEVELOPING YOUR TEAM: CREATING A CONSISTENT SALES PROCESS

Participants review the process they follow when working with clients, in order to define and better communicate this process.

Workshop Overview

Given the turmoil in global financial markets during the past few years, it is critical that sales teams continue to engage with their clients in a meaningful way. A sales process helps advisory teams establish agreed upon standards for client engagement. Does your team have a sales process?

It should be a simple, repeatable process that sales leaders and the sales team own. The process should help sales leaders on-board new hires and assess team members over time. We believe the message should be clear and concise—your process should have no more than six steps. Avoid technical language—it tends to confuse rather than clarify. Share examples to illustrate the relevance of the process, relate how this process benefits the team and clients, and be clear about your expectations.

We believe having a clear, verbal summary of the sales process is important. The graphic below helps to illustrate the process.

Sales Process: What You Need to Know

For illustrative purposes only.


MATERIALS


INTERESTED IN PARTICIPATING?

Workshop to help you build business and drive sustainable growth in advisor practices. Contact your GSAM representative for more information.

Related Topics

Messaging & Branding Your Business

How do financial advisors differentiate themselves in a crowded marketplace? We believe the most successful advisors shape their individual brands, a process known as creating "presence in your absence." 

Building High-Performing Teams

Leveraging diagnostic activities, a model for approaching goals, and a structure for prioritizing team-building efforts, we seek to help advisors improve their practices from within.  

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