Jim just finished a 7 week odyssey in Romania. He drove over 6,000 kilometers, visiting 30 agencies, trained over 2,300 agents and managers, and visited 25 cities in Romania for ING Romania. As well he presented at the MDRT conference in Romania. As in many companies in most countries of the world, ING was coping with a downturn in the economy. ING chose to pro-act rather than react. They hired Professional Sales Plus, and Jim in particular, to interact, motivate, inspire and change their sales force.

This event was emotionally, intellectually, spiritually and physically demanding. Jim traveled with an interpreter by the name of Adrian Iacobus. Jim and Adrian became great friend through this odyssey. Because of their efforts, they touched a large number of consultants and managers and apparently inspired them. Following is the message Jim conveyed to all who would listen.

Many companies around the world found 2009 and the beginning of 2010 to be difficult and challenging. Consultants and managers were struggling to fill the gap between the customer’s rising expectations of our industry and their diminished trust in us. It is apparent many consultants and managers around the world have walked away from the customer. They do not really listen to or problem-solve with the customer. Far too many have become product pushers rather than relationship managers.

Many consultants and manager do not touch the heart of the customer, show them a process that is focused on the customer or find the gap between where the customer is today and where they would like to be in the future. Therefore they struggle to be successful.

We observed and participated in a very deep and insightful look at the financial services industry. It was so apparent to us that there is a huge gap between what we offer, how we behave and what the customer expects from us. We tried to fill the gap by encouraging the consultants to think more about the customer and behave in manner the brings them closer to customer, and begin to repair the lack of trust they have in us. We gave them processes and tools to allow them to walk with the customer.

We realized this odyssey was truly a gift to us, although it was incredibly demanding, it raised our awareness of the reality all financial services companies is facing as they try to survive and thrive in 2010. The information we learned and the experience we gained will allow us to add greater value to our existing and future clients all around the world.

This trip was a highlight of 22+ years in business in Canada. The Romanians are wonderful and treated us with kindness and courtesy. What an amazing experience. Our thanks to to all of you that allowed and made this happen.

Fundamentally the development and management of a sales team has not changed over the past 100 years.  The existing method of management relies heavily of the manager taking responsibility for their team’s development. This method is successful if the manager has developed the necessary skills, is able to effectively transfer those skills and the follower is willing and responsible to learn, follow and adopt the guidance offered.   Unfortunately in most cases the combination of skills and acceptance is weak or missing.  Therefore most teams are fundamentally weak. To test our conclusion, look at your own teams.  How many sales persons and sales managers in your organization are effectively and successfully doing their respective jobs?  The failure rate in our industry is horrendously high.  Well, we can help change those results.

We are part of the worldwide launching of a new management methodology called OpenAgile©.  OpenAgile© is a value delivery methodology.  It is an approach to doing work that is both practical and principled.  Anyone doing work that needs to be organized, effective and quality conscious can use OpenAgile©.  It enhances the ability of individuals, teams and organizations to deliver value to their stakeholders by developing human capacity, improving processes and, most importantly, encouraging rapid and deep learning.   Proven benefits include helping to increase the level of professionalism, productivity and profitability.  We know you will find OpenAgile© a useful, exciting and revolutionary approach to the development of your sales teams.

OpenAgile© is currently being used by two life insurance teams in Slovakia with excellent results and will be implemented in Romania this year.  We look forward to helping you to adopt this revolutionary new method of quickly developing your teams and meeting all your production goals.  Please feel free to contact us for more information and allow us to add great value to you and your organization in 2010.

Warm regards,

Titus E. Peride, VP Marketing

Professional Sales Plus, Inc.

For more information please visit http://openagile.com