The Major Performance Factors for Success in Banking
As salespeople and sales managers, we’d like to think that we know the qualities that a great salesperson must have, but most of us would readily admit that it’s tough to put your finger on them.

There actually are five Major Performance Factors* that measure the effectiveness of a salesperson.

Those factors are:

  1. No Need for Approval
  2. Supportive Buy Cycle
  3. Supportive Record Collection
  4. No Money Issues
  5. Ability to Control Emotions

You can improve these skills through awareness and training and if you do, you will be more likely to execute in selling situations. This webinar will help you by focusing on how the major performance factors may be affecting your selling success.

Covered Topics

  • Is your need for approval with prospects getting in the way of your asking the right tough questions of your prospect?
  • What is your buy cycle like with a large purchase and how does that affect the buying cycle for your prospect?
  • Do you have thought patterns or ‘record collections’ that inhibit your selling effectiveness?
  • How comfortable are you discussing money and budget issues?
  • Do you find your self getting emotionally involved in your prospects’ response and not fully listening to what they are saying?

*Objective Management Group, Inc.


Salespeople, Sales Managers, Marketing Managers


Jack Kasel
Jack’s 30+ years in sales and sales management spans a host of industries including software, transportation, vending and printing services. During his tenure at FedEx, he was in charge of all aspects of regional training prior to being promoted to District Manager. Jack brings the deep experience of feet on the street, practical selling as well as the coaching and training background to make a difference in your organization.

Credit Information

Institute of Certified Bankers: Visit http://www.icbmembers.org/login.aspx for instructions regarding self-reporting. Estimated credits: 1.25 CE Credits


  • Live Webinar which includes 5 Day On-Demand  - $165
  • Six Month On-Demand – $185
  • Live plus Six Month On-Demand – $235
  • CD-ROM (Includes Six Month On-Demand) – $215
  • Premier (Includes all options) – $265
  • Additional Locations – $50               


Online: Click here.

Phone: Call Total Training Solutions at (800) 831-0678

Register online up to day of event. Earlier registration allows time to check your computer for an optimal experience.