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| SALES SKILLS DELIVERY SYSTEM Fairmont's customer-needs Sales Skills Delivery System provides banks with the flexibility to adapt skills for:
The system provides a structured approach for assisting bank personnel in quickly mastering new sales skills. Developing skills and refining existing ones takes thought, persistence, organization, and follow-through. It requires nothing short of behavioral and organizational change. Behavioral change is not easy and does not occur through a quick inoculation of employees. Training, goals, and incentives facilitate the development process, but do not change behavior. Coaching and accountability convert information presented in training into skills used with customers. This is the heart of Fairmont's Sales Skills Delivery System.
CHANGING BEHAVIOR Coaching converts an understanding of service and sales information into skills used with customers. Line Accountability is the key element in ensuring that behavioral change coaching activities are successfully implemented.
FACILITATING THE CHANGE System training introduces the staff to skills proven to increase sales production. Goals define the bank's sales skills and production expectations. Incentives reward high performing employees for performance that exceeds quota (performance required for employment). |
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Corporate Headquarters:
PO
Box 800, Frederick, PA 19435-0800 |