Consistent success in selling requires certain innate talents; training and desire alone are not enough. Putting bankers through a sales training class has never been proven to yield a permanent increase in sales productivity unless their immediate supervisor is strongly supportive of selling. Lukewarm compliance and simply going through the motions just won’t cut it; we need managers who are passionate advocates committed to this program. That’s why we start all significant sales training programs with an initial meeting with the managers of the participants; we must first impress upon them their personal responsibility for the success.
