Highfill Performance Group

A look at what happens to sales when the internal sales story is negative . . .

The following story is actually an accumulation of my experiences with bank leaders that “order” a sales culture. This story answers the question: Why doesn’t our sales culture stick? Why doesn’t the training make it happen? There once was a bank leader that had, for 30 years, dominated his community because his was the only [...]

It was 1986 in Roanoke, Virginia, and the flood gates were getting ready to break. Literally. I worked downtown at a bank, and I looked out the glass doors and saw the pouring rain that had been pounding us for days. Suddenly, I saw panicked managers trying to sandbag the main branch’s glass doors – [...]

The sun burned down on the sidewalk as thousands of worker ants scurried to grab their piece of the sand and build the next home. They worked without thinking, because they just wanted to get home. A small beetle hustling by heard them talking. Being a bit of a nosey beetle, he listened in: Ant [...]

“Once you break through to feeling, though, things change.” – Switch – How to Change Things When Things Are Hard Chip & Dan Heath I stood in front of a group of top investment sales people – all of them dreading the internal team training I was getting ready to introduce. Want a challenge? Try [...]

Story by Donna S. Highfill Note – following is an actual case that our President, Donna S. Highfill, experienced. The names have been changed to protect, well, us . . . just in case somebody doesn’t appreciate being identified by name.. Here’s a story I like to tell – one where leaders stepped out of [...]