SALES TALENT MANAGEMENT™ (STM)

STM is a results-producing process that develops salespeople in financial services in a way that ensures an organization can sustain the execution of its business strategy. STM helps sales executives assess and manage the potential of their sales talent while providing unique training and coaching opportunities to close critical skill gaps. ProDirect works with clients to align their sales process with how their clients buy and supports them with proven training and reinforcement to drive sales from every talent segment of the sales force. STM makes it easier to attract and retain the best sales talent while empowering your sales team to operate as true sources of business value to their clients.

Courses in support of STM are all designed with the same goal in mind…to teach the critical skills necessary to achieve success at every touch point of distribution. Our work supports:

• Sales Managers
• Internal and External Wholesalers
• Sales Desk Managers
• National Account Managers

SALES MANAGEMENT FORUM

Sales Managers in financial services are finding themselves in the midst of a paradox with their teams; the need to provide broadscale territory coverage and the need to build meaningful relationships with advisors. ProDirect helps Sales Managers create greater loyalty, and thus performance by coaching their people around a proven sales process. For Sales Managers, they learn that what they say is not half as important as when they say it. The Forum introduces talent management strategies and helps sales leaders understand where to spend their time.

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Consultative Selling: The Meaning More to Advisors System™
To mean more to financial professionals, wholesalers need to know more. Supported by the ProDirect Branded Sales Process, this consultative selling skills program focuses on selling that’s in synch with an advisor-driven interaction process. Sellers learn to target, profile and approach advisors in a manner that adds value to them. Our process helps wholesalers build buy-in at every turn by engaging through involvement. The system features the ProDirect Handling Objections Clinic and Messaging Workshop. Other content areas address target marketing, time and opportunity management and closing skills.

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Lead Generation: The 90 Day Dash™
In this market anyone who is someone is not easy to reach. On average it takes 6-7 touches to reach a key advisor – most wholesalers stop at 3. The 90-Day Dash™ is a 12-week client acquisition program guaranteed to generate a 20% increase in qualified new relationships. This program is great for wholesalers as well as a value added tool for wholesalers to help advisors grow their business. Great for wholesalers and advisors with little time for prospecting.

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Phone Selling and Prospecting: Never Make a Cold Call Again™
Most Wholesalers hate making cold calls and prospects despise them. Plus, over 90% of unsolicited cold calls never get returned by advisors. ProDirect helps internal desks and external wholesalers move beyond a cold calling mindset to create purpose around who they’re calling and why. The program includes repeatable disciplines, crisp messaging tips and objections handling support; all delivered within an easy to execute framework for using the phone as a strategic weapon.

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