The issue of coaching loan officers is a major conundrum in this industry. Most managers spend most of their time producing and this leaves little time for coaching. Add the fact that often “street” loan officers are working at least part of the time remotely, the ability to affect the behavior of sales personnel is limited. In the next few articles, we will cover several issues we face, as well as possible solutions which may help you develop a more effective coaching plan.
How do we know why they are not producing?
The training of sales personnel provides additional challenges because it is difficult to measure the skills necessary to provide results. When we hire and/or train an originator and he/she goes out on the street: how do we know why they are not producing?
- Are they making calls but not asking for the business?
- Are they calling on the wrong targets?
- Are they saying the wrong things and turning people off?
- Are they too aggressive?
- Are they hiding out in a bar all day?
How do we know what they are saying?
We can train and monitor all we want, but we are not going to know what an originator is saying out on the street in order to help or hurt the cause. Coaching calls will not necessarily tell us what is wrong because we will not see true behavior while we are present.