1. Who Should Attend the Product and Sales Courses?

Ideally, all employees!

Clients often ask us, "Who should attend the product and sales courses?" The answer depends on the objectives of your bank. Ideally, all customer contact personnel should receive product and sales training, and managers should participate in sales management training.

Many banks that we work with train all employees, including their back office personnel. They do so for several good reasons. First, system wide product and sales training supports the development of a sales culture in your bank and firmly establishes the idea that every person working for the company is responsible for bringing in new business. Second, broad cross-training creates advancement opportunities for your staff, which, in today’s rapidly changing bank environment, is good for both the individual and your company.

Don't forget your Lenders!

Some companies we work with are conducting special product and cross-selling programs for their lending groups. This is because many excellent cross-sell opportunities are no longer in the branch, due to the popularity of ATM's and other forms of electronic banking.

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2. How Many People Should Be in a Class?

Minimum of 4 - Maximum of 25

Generally, the minimum number of participants we will train is 4, and the maximum is 25, although this depends on the course being trained. For example, we have conducted product training with as many as 40 participants, using multiple trainers for the interactive work. Referral Sales Training can also be conducted with larger classes. Sales training is most effective with classes of 25 or less... the ideal class size is about 14-16.

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3. When Should Training be Conducted?

Ideally - Tuesday, Wednesday, and Thursday

Our trainers are available to conduct training any day of the week, but we find that many banks prefer to train on Tuesday, Wednesday, and Thursday, and avoid any days that are known to be busy, such as the 1st, 3rd, 15th, and the day after a holiday.

Full day classes are conducted from 8:30 AM to 4:30 PM; half-day classes are conducted from 8:30 AM to 12:30 PM. Again, we are flexible... if your bank prefers to train earlier or later, even on weekends, we are available to support your needs.

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4. Where Do You Conduct the Training?

Typically, at your bank, or in a meeting room.

A training classroom is ideal, but some banks do not have a room designated just for training. A conference room or boardroom works just as well. You may want to rent a room at a hotel or a conference center in order to get your employees out of the bank, into retreat atmosphere, and away from the telephone.

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What Do Participants Say About Our Courses?

"The instructor was excellent and presented all information in an easy to understand style. Her enthusiasm is contagious!"

"I enjoyed learning how very powerful simple words can be to others. I especially enjoyed the customer service training. Many things were brought out that I tend to forget about, but now realize they are very important. Thank you for giving me the confidence to sell."

"The program is very well organized and presented."

"The concept of the whole course is a complete turnaround from the way 'we used to do things'. I think it will be very helpful in changing our bank. I look forward to the future."

"Patti is wonderful! She is full of energy and has great ideas. There was never a dull moment from the start of the day to the finish. I can't wait to get back to the branch and use these ideas."

"I enjoyed the course more than anything I have had in 20 years. Lynn was great and I would enjoy other sessions with her."

"Lots of give and take between the instructor and the participants. Lots of examples given from real life. This really helped me learn."

"I came this class upset about spending three days in training. Now I know that instead of this putting me behind, I am actually ahead and better prepared to sell against my competition. Thank you."

"We're just country bankers and I was real scared of this course. Thank you for caring about us and for your patience. I ended up really enjoying this course and look forward to more."

"It opened my eyes to my shortcomings in selling, in delivering 'exquisite' customer service and in being a leader. None of this was done negatively... all positively and with lots of humor."

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Email us at: info@yeisertraining.com