Sales Virtual Workshop: Performance Management, Coaching & Motivating

Description

We are pleased to announce the Connecticut Bankers Association is co-sponsoring the upcoming Sales Virtual Workshop: Performance Management, Coaching & Motivating, presented by the Utah Bankers Association. Each Workshop will be held virtually on the following dates, from 1:30 p.m. to 3:00 p.m.:

Session 1 - Monday, March 30, 2026 
Session 2 - Monday, April 20, 2026 
Session 3 - Monday, May 18, 2026 

Click Here to Register

WORKSHOPS OVERVIEW

Session 1: Performance Management and Creating a “No Excuses” Sales Environment
The foundation for creating a clearly defined sales environment begins with management - how you set sales standards and then demonstrate, communicate and inspect accountability to those standards.  As the sales leader are you clearly accountable to reaching your sales goals?  What shadow do you cast when it comes to taking full responsibility and creating an environment that does not tolerate excuse-making?

In this virtual workshop, you will learn:

1. a process for establishing extraordinary standards with your sales team
2. how to more effectively evaluate and coach sales activity and success
3. an accountability matrix to use immediately with your sales team
4. a way to accurately assess the commitment of your team

Session 2: High Touch Coaching in a High-Tech, Remote World
Managing teams is a different world these days. With technology interfaces and challenging rate environments, how do sales leaders coach their relationship managers remotely? They must have strong coaching skills and be effective at coaching, virtually. Relationship Managers and Lenders are struggling to connect with prospects; getting more resistance and fewer meetings. According to a recent McKinsey research study, more than three-quarters of buyers say they prefer digital self-serve and remote human engagement over face-to-face interactions.

Typically, less than 5% of leadership teams assessed have the coaching skills they need. This 90-minute workshop will provide a framework to help sales leaders deliver high-touch coaching to their teams to help them grow relationships and revenue in this high-tech, remote world.

3 Key Points to be Covered:

1. The increasingly important role of social selling, including LinkedIn and video communications
2. How to help their team initiate and schedule remote virtual sales meetings – an essential strategy for growth in the future
3. The 5 Keys to Coaching approach provides participants with a process they can implement and execute right away

Session 3: Motivate Your Bankers from Good to Great
Imagine the impact if you could improve the performance of your middle producers by just 5-10%?  This workshop will help bank leaders and managers with the motivational headset as well as a 3-step approach to help your producers focus their efforts and develop their expertise and success with their targeted markets. Using huddles and a coaching approach called Where’s Walter, bank managers will learn how to help your middle producers’ sales activities improve. This focus on improving the middle majority can make a huge impact on your group’s bottom line.

Sales managers will learn:

• The specific skills of the Motivator
• The role of goal setting in the motivation process
• A 3-step process to help their bankers segment, focus and dominate their markets
• How to coach using the Huddle data
• A coaching approach for effort and execution

FACILIATOR
Jack Kasel, Sales Development Expert with Anthony Cole Training Group
Jack has 30+ years of experience in sales and sales management spanning a host of industries including software, transportation, printing services, insurance and training. Since joining Anthony Cole Training in 2014, Jack has become one of our community bank specialists, helping our bank clients sell better, coach better and hire better. Jack brings deep experience of feet on the street, practical selling as well as a coaching and training background, to help banks improve their sales results and close their sales opportunity gap. Jack has 10+ years delivering quality workshops for Michigan, Illinois, Indiana, Wisconsin, Texas and other state bank associations.

The fee for the Sales Virtual Workshop: Performance Management, Coaching & Motivating is $600 per person.  REGISTER NOW to secure your place!

Should you have any questions, please do not hesitate to contact the Association office.