Prominent Sales Growth Expert Mr Tony Cross Revenue Growth: The Pivotal Role of the Banking Sales Manager Few banks are as effective as they could be in building selling systems that produce sustainable sales growth. In our experience, the key to success is defining exactly what sales managers have to do to build these systems. Professionals encounter a number of obstacles in meeting this challenge. The first is realising that growing sales sustainably involves far more than having those tough conversations about targets… Tony Cross has helped a range of top, listed companies grow their revenue. He investigates the leading practices in sales management, the most important myths and pitfalls in sales management and explains what Sales Managers have to do to grow revenue sustainably. In telling the stories of these successful brands, he focuses on the importance of accountability and the myth of managing targets..

1. Revenue Growth – whose
job is it actually?

2. Being a Sales Person is
the 2nd toughest Job in the
World

3. Sales Management is the
Hardest Job in the World

4. Most don’t get it right
BECAUSE
THE SYSTEM
THROUGH WHICH YOUR SELLING
RESOURCES ARE MAXIMISED IS
NOT IN PLACE

5. challenge 01:
Selling and Sales
Management are not the
same job.

6. Sales Managers have 3 tough roles

7. challenge 02:
Hindsight is
surprisingly noisy

9. challenge 03:
Metrics, metrics
everywhere – but what can
we control?

10. Research suggests:
There are over 300
metrics you can use to
measure sales.

11. So what can we do?
BUILD A
SYSTEM

12. idea 01:
Create a culture of
accountability.

13. The Management Pyramid

14. idea 02:
Shape Behaviour through
critical questions

15. Ask the right critical questions.
Repeatedly.
And you will shape behaviour.

16. idea 03:
Tighten measurement

17. Holistic performance formula

18. Culture of
ACCOUNTABILITY.
Critical QUESTIONS.
Tighten MEASUREMENT.

19. Closing thought:
SALES IS A
SYSTEM.
NOT AN EVENT
NOT A PERSON
SO, LOOK AFTER THE
SOIL AND THE SEEDS
WILL PROSPER

20. Tony Cross
tonyc@puzzlepiece.co.za