Enhance sales performance management for legal services

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I'm Mike esterday with interor Solutions you hire two advisers and you're sure they're going to be Superstars one is successful and one fails miserably why is that I've asked sales leaders around the world what percent of your people's success is due to their knowledge and their skills versus their attitude their passion their achievement drive and their belief I've never had anyone say that it's less than 50% those soft skills and usually they say 80 85 over 90% it's not what people know that counts it's what they do with it we've all seen that well if that's so important why do most sales training programs not address those softer issues or if they do they barely touch on it what investment Insurance and financial services companies love about integrity Solutions is we do both we teach proven selling skills to help people be more successful plus we address what's between their ears their belief level in their achievement drive and what we found is the kind of results they get are it impacts recruitment retention of top performers productivity performance and the kind of goals that they achieve so how do we do that several things number one is we have a unique learning process with structured followup and accountability because we know that most event training doesn't work we go to a seminar we listen to a video we hear a speech and within about 24 to 48 hours most of it's gone so it's not just education that's the issue it's how do we embed those skills into automatic behaviors and attitudes number two there's a corresponding coaching process managers must know how to model coach and lead the concepts otherwise their people won't do them number three is all the concepts are very principles based what I mean by that is they work for new advisors EXP experienced advisers they work any place in the world because these are people principles that simply work of how do you effectively communicate with other people they're also filled with positive values and ethics because the word integrity in our name is there on purpose it's not just teaching skills but it's doing the right thing because it's the right thing to do and finally number four we address more than just skills as we said we address the whole person the attitudes the beliefs and the values it's not just the IQ it's the EQ it's The Head and the Heart of the person we know from dealing with clients that clients don't make decisions just because of the logic of what you presented it's also the emotions same thing with advisers they have to have not just the knowledge but also the attitude and the passion and achievement Drive our processes we've been around for a long time so 45 years uh we worked in 130 countries over 2 and a half million people have graduated from our salution Solutions and some of the examples are Integrity selling Integrity coaching Integrity service navigating the complex sale The X Factor in selling achieve and we have a skill and will coaching Playbook plus we have a variety of Assessments if you'd like to learn more uh please feel free to contact us visit our website at interior solutions.com be glad to have a telephone or a web meeting to introduce ourselves learn more about you we also have open certifications at our Nashville Tennessee headquarters or our Scottdale Arizona office you're welcome to attend at no charge and see if this is the right match for what your organization needs thank you very much we look forward to talking with you