The Top Priority for Growth in 2015

December 16, 2014

by Beverly Flaxington

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Beverly Flaxington is a practice management consultant. She answers questions from advisors facing human resource issues. To submit yours, email us here.

Advisor Perspectives welcomes guest contributions. The views presented here do not necessarily represent those of Advisor Perspectives.
Dear Bev,

I work for a large investment firm and we are revamping our sales training. We have a full list of curriculum we want to train on but haven’t yet determined the order.

Where should we start? What is the number one most important area to focus on in 2015?

Nicolas N.
Dear Nicolas,

Your question is certainly a broad one! It’s hard to give a confident answer without knowing what you are doing now, what’s working and what’s not. Without the full context, I will give you a general answer. I think the best place to start with any good growth program is ensuring (a) that you have a solid story and (b) that your team can effectively tell the story.

Though it can be challenging to know how you compare to competitors and to clearly articulate why you are different so that your audience can understand, this is crucial to growth efforts. Even if you think your story is solid, I recommend starting here to affirm it and ensure that everyone on the team knows how to tell it well. Ask 5 different people to tell the story separately and then compare notes. Are the themes the same? Do they focus on similar things? What discrepancies exist? This can be eye opening.

I suggest starting here.  Good luck with the efforts in the new year!

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