When companies or individuals choose to hire a financial services firm, they are looking for trustworthy, experienced, and credible sources of knowledge to guide and execute on financial strategy. If your financial services company fails to hire advisors who can prospect effectively, build authentic and trusted relationships, and sell your products or services routinely, you’re in trouble.
Strategic sales hiring is one thing, but providing dynamic sales and leadership training through a pre-planned onboarding process will also dramatically increase the likelihood of hitting quota or making a successful long-term hire. Avoid high turnover, soaring recruitment costs, and missed profit goals by getting ahead of common business challenges and rising above your competition.
Hiring Challenges
- Hiring advisors who occasionally prospect or try to upsell new products to existing clients, not salespeople with deep sales backgrounds and experience
- Determining what type of background or experience they should look for in a salesperson if/when they choose to hire a dedicated sales rep
- Defining revenue and activity expectations during the onboarding process to ensure a successful, long-term hire.
- Lacking the skills needed to screen for sales abilities in the hiring process
Sales Challenges
- Missing internal, in-house sales training content or resources to help develop sales reps
- Developing strong relationships based on a foundation of trust
- Skipping the screening process (for the existing team) for sales competency results in missed insights on sales potential and development needs
- Building a positive perception of sales within the organization
- Managing a strategic sales process with defined goals and quotas
- Hunting for new prospects and partnerships, relying too heavily on existing relationships
Leadership Challenges
- Prioritizing development due to a lack of sales manager roles and training resources
- Identifying specifically what impact their actions have on sales, resulting in stunted growth and misplaced strategy
- Growing the business without a thorough understanding of how to scale in an efficient and effective way
- Lacking a written, milestone centric sales process to close new business and to grow established clients
With Topaz, our clients can make hiring decisions with confidence that their new employees will be trained to lead, communicate, and close deals with sustained long-term success. We equip financial services firms to hire better, and coach and develop the sales skills needed to succeed.
Across the board, our clients are extremely satisfied with their results. Their sales and profit figures are increasing, they’re hiring better as they create cultures of curiosity and accountability.
