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RESCUE — A Sales Management Methodology

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R.E.S.C.U.E.

OK. Maybe it doesn’t have the same ring as Aretha’s RESPECT. Nevertheless, acronyms make good mnemonics, and I like having good mnemonics for rubrics. Here’s my rubric for successful sales management:

  • R — Recruit. First things first. Starting with a great team makes everything easier, and starting with a great team comes from recruiting one.
  • E — Expect. Set clear expectations.
  • S — Support. Give your rockstar team the tools and support they need to meet those expectations.
  • C — Coach.
  • U — Understand. Once you have your team up and running, you need to evaluate that team. Each person has strengths and weaknesses. You need to understand what those are so you can make the right decisions.
  • E — Elevate. Or, alternatively, Execute. Once you understand what’s working for your team and what isn’t, execute the changes you need in order to elevate the performance of everyone.

There you have it: my simple rubric for RESCUE-ing your sales team.

Good selling!

 

Disclosure.

This is not an advertisement pursuant to 12 C.F.R. 1026.2(a)(2). This is informational, recruiting material intended for mortgage professionals only and is not for distribution to consumers or prospective applicants for residential mortgage loans. Cardinal Financial Company, Limited Partnership, NMLS ID 66247, is an Equal Housing Opportunity Lender. Corporate Address: 3701 Arco Corporate Drive, Suite 200, Charlotte, North Carolina 28273. Licensing information can be found at: https://cardinalfinancial.com/nmls-licensing/.