What are sales management habits?

Sales management habits are the consistent behaviors, routines, and practices that sales leaders use to coach, manage, and develop their teams. These habits shape performance, accountability, and long-term sales growth.

Why are sales management habits important?

Strong sales management habits create structure, improve coaching effectiveness, and ensure that sales teams are consistently meeting and exceeding goals. Without these habits, performance often becomes inconsistent and results unpredictable.

What are examples of effective sales management habits?

Examples include regularly coaching salespeople, setting clear expectations, holding team members accountable, tracking performance metrics, and investing time in skill development.

How can I improve my sales management habits?

Start by scheduling consistent coaching sessions, reviewing sales activities instead of only results, and developing systems that support recruiting, performance management, and accountability.

How much time should managers spend coaching as part of sales management habits?

Industry best practices suggest that managers should spend at least 50% of their time coaching. This habit ensures skill development, behavior change, and stronger sales outcomes.

Deposit Growth Strategies for Banking

When we talk with banks across the country about deposit growth, we tend to see the same pattern. “It’s not where we want it to be.”

That was confirmed in a recent workshop we held with community banks focused on leading the charge for deposit growth. The majority of banks acknowledged they’re doing an “okay job,” but deposits are “not happening regularly or consistently.”

And that’s really the starting point. Not that banks don’t care. Not that they don’t understand the importance. It’s that something in the approach isn’t working.

The Problem: “Fast Food Banking”

At Anthony Cole Training Group, we view it very much as our obligation to do what we can to help community banks get out of that fast food mentality. The comparison is simple.

Customers walk in.
They complete a transaction.
They leave.

“They pull in, go to the window, and then leave pretty quickly with what they went there to get.”

Efficient? Yes. Effective for deposit growth? Not even close. Because in that model, nothing changes. Input from one of the community banks: “At some point, we need to stop that crazy carousel from spinning and probe a little bit deeper into the relationship that we have with our customers.” That’s where deposit growth actually begins.

Customers Aren’t Leaving… Even When They Say They Will

There’s a stat that stood out immediately:

About half of customers say they would leave for better rates or lower fees.
But only about 13% actually do.

Why? “Most of our customers realize they’re going to have to go through some logistical gymnastics to make that bank change… and suddenly the presses halt.” That phrase matters: logistical gymnastics. It’s not that customers are happy. It’s that they’re stuck. So, they stay. Which means your competition isn’t just other banks. It’s inertia.

The Bigger Issue: Customers Walk in with “Invisible Baggage”

This is where the conversation shifts from tactics to reality. Customers are not walking into your branch empty-handed. They walked in with what we refer to as invisible baggage… and those problems are real:

“I’m not saving enough for retirement.”
“I’m living paycheck to paycheck.”
“I’ve got too much debt.”
“I don’t even know where to start.”

But here’s the issue: They walk in with these problems and then they walk out and they do not engage in a probing, value-added conversation. Why? Because they won’t bring it up. They’re probably not going to bring it up because it doesn’t feel good to talk about. And more importantly, they fear a sales pitch.

Why the Typical Branch Conversation Fails

Every banker knows this moment: “Is there anything else we can help you with today?”

And the answer? “No, I’m okay. Thank you.”

That’s not because nothing else is needed. It’s because the question doesn’t create safety or value. The answer 99 times out of 100… is No. So, the customer leaves. With the same problems. And no change in the relationship.

Deposit Growth Requires Different Questions

If the goal is deposit growth, the conversation has to change. It’s not about pushing products.
It’s about understanding the full relationship.

Questions like:

From a financial perspective, what is on your list of concerns today?
Who else do you have a relationship with?
Where else are you holding deposits?
Why did you choose them?
How are they doing taking care of you?
If you could change one thing, what would it be?

And then: “Would you find it helpful to discuss how we might be able to make your banking easier and more rewarding?” That’s a completely different experience.

Why Bankers Don’t Ask These Questions

Even when banks know what to do, it doesn’t always happen. Two reasons came up clearly:

1. Fear: They fear the response… they fear what if I don’t know enough… or just the general anxiety of beginning the conversation.

2. Lack of Belief: They don’t believe that they should be sticking their nose in somebody’s business.

But that’s the wrong mindset. There is a big difference between putting your nose in somebody’s business and your heart in somebody’s problem. That’s what this shift is about.

Handling the “Hassle” Objection

One of the most common responses from customers: “It’s just too much of a hassle.” Most bankers stop there. But the better approach is simple: “I understand.” Not agreement.
Just understanding. Then: “Suppose I told you it might be far less of a challenge than what you think it might be.” That’s how you keep the conversation moving.

Rates Matter… But They’re Not the Decision

Yes, customers care about rates. That’s never going away. But this matters more: There are rarely circumstances where that is the only thing. Customers will choose value. “Working with Mark was different… he asked me questions no one has asked me before.” That’s what drives movement. The truth: value is not meant to be communicated. It’s meant to be demonstrated.

The Real Problem: Fragmented Financial Lives

Another key insight: On average, the American consumer has about 15 to 20 different financial relationships. That creates what was called fracturing. It’s really hard… doggone impossible… for people to tell where they are financially and that opens the door for banks.

What if your bank became: “The easiest place for me to save money because I am receiving holistic financial advice.” That’s not product positioning. That’s relationship positioning.

Younger Customers Will Move Faster

There’s another shift happening: The younger you are, the quicker you are to switch. Why? Because:

They’re less established
They expect ease and speed
They value experience and connection

If even just one of those elements are missing, it becomes worthy of a conversation to see what else is available. That’s where deposit growth is heading.

How to Start the Conversation the Right Way

If there’s one simple way to begin: “Would you find it helpful if…” That phrasing matters. It’s not pushy. It’s not transactional. It’s collaborative. Lead with your heart… not the bank’s wallet.

One of the most important takeaways: This is not a quick fix. You’re not going to change it in a month or two with a problem that has existed over years. This takes time. Probably year two, maybe even three… to start seeing that real cultural change. Because this isn’t about training. It’s about changing beliefs, behaviors, and expectations.

Deposit growth doesn’t come from doing more transactions. It comes from changing the conversation. Your customers leave… and nothing ever changes. Unless you change how you engage them. At the end of the day: Customers don’t want a sales pitch… they want a guide. And the banks that understand that are the ones that grow.

Article derived from webinar on Deposit Growth Strategies
hosted by Mark Trinkle, CGO and Alex Cole-Murphy, SDE.

Ready to develop stronger relationship-building skills across your sales team? Download our free eBook The Relationship Selling Guide for proven strategies and frameworks, or contact Anthony Cole Training Group to learn how our assessments and coaching can transform your team's ability to build rapport and close more business.