One of the first goals my first boss in banking set for me was to make 50 cold calls a day. His logic being, I didn't have an established portfolio, and the best way to find new customers is to reach out to your targeted leads, make cold calls, and schedule appointments to meet.
His favorite saying was, "Sales is a numbers game!"
What a load of crap. Give a banker 10 good leads they can work with, and they will close more deals than a banker with 100 cold call "prospects."
Fortunately for me (and in my opinion, to the benefit of the banking world. If anything because I was seriously considering quitting, which means that this whole Sales Math experiment would probably never have happened. Hopefully that thought makes you as sad as it does me.), he was forced out of the industry shortly thereafter, and my next boss allowed me to take an entirely different, and far more productive, approach...and that's what this week's video...
I recently volunteered to coach my youngest son's t-ball team, and after the first practice faced a horrifying revelation...I had no idea how to teach little kids how to throw a baseball.
In the 40+ years since I had learned how, the basic mechanics behind the process of something I had done a million times were lost.
At this point in my life, I simply thought I knew how to throw...right up until I Googled how to teach it.
You see, even though I was still pretty good at throwing a baseball, I had forgotten the little things that used to help me throw the ball further, harder, and on target.
Which explained why my elbow became sore after I played catch with my kids.
A group of my students recently provided a similar (though less painful) revelation, and that's what this week's Windshield Wisdom is all about..
1. Most of the great, long-term, career bankers I know never stop seeking learning opportunities.