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THE RIGHT WAY TO IMPROVE SALES RESULTS

Pat Sherlock

After a long career in financial services as an executive and a manager, I founded QFS Sales Solutions in 1992 to help sales organizations improve their sales talent management and performance. In my own experience as a manager, I witnessed firsthand that poor hiring practices are the biggest drivers of inconsistent and poor originator performance. I wanted to change this trend that was preventing managers from achieving better performance for their sales teams.

In 1998, I partnered with the Mortgage Bankers Association and conducted the first and only nationwide research on the practices and behaviors of top producers at the top 100 mortgage firms. From this initial research, I started QFS and focused on a scientific approach to hiring and developing sales professionals and managers. I formed a partnership with a team of leading industrial psychologists that has enabled us to create proprietary assessments and development programs for the mortgage banking industry. Our assessments are for all sales positions including originator, sales manager and processor roles.

Later we created assessments to determine the learning gap in consultative sales knowledge; and 360s to provide feedback from direct reports on their managers.

Whether we are delivering content onsite or by webinar to a company’s sales staff, our sales training programs are state-of-the-art using current adult learning techniques. Our MBA Education webinars are rated consistently in the highest category. I believe that good training is all about designing the right program customized to the lender with tactical applications to improve sales results.

My focus from the beginning has been to help managers succeed in their chief responsibility of sales talent management.

Whether you're a small financial firm or a top 10 lender, I look forward to helping you get your sales team to the next level.

Pat

P.S. I love animals: Noelle is my three-year-old golden retriever

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psherlock@qfsconsulting.com