10 symptoms of a broken sales culture

Is your credit union guilty of any of these?

by Bob Romano and Barbara Sanfilippo, CU Management

The Wells Fargo scandal has placed a magnifying glass on the sales practices at all financial institutions. If you answer yes to any of these 10 questions, your credit union’s selling practices may need tweaking.

  1. Our people are so incentive-­driven they sometimes avoid solving member problems in order to focus on opportunities that can lead to a sale and extra cash.
  2. Our staff makes excuses and avoids making onboarding calls so they don’t get to know the member well enough to generate follow-up opportunities.
  3. We’ve been using the same sales training approach for years, focusing mostly on identifying cues and matching a product.


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