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Education
read. The challenge here is the ego Tom Waters has been dedicated to the merchant service sales profession since 2001. Currently, he
that resides with that talent. These is responsible for cultivating relationships with entrepreneurs in information technology, account-
people will prematurely try to ing, sales and marketing in his role as Sales Director of Bank Associates Merchant Services (www.
deviate from the script to impress bams.com). Using fresh and matter-of-fact training methods, Tom has contributed to the success
you with their ability to innovate. of thousands of agents, affiliates and clients. He can be reached via email through t.waters@
Intentionally or not, they will reject bams.com or via phone at 347-651-1065.
your feedback and fall into old habits
that were successful in their previous
sales roles. Ben Abel is Regional Director at Bank Associates Merchant Services. Since joining the team in
2006, he has risen through company ranks with a paradigm that his success was measured by the
Often they will not realize they success of those around him. Ben is a dedicated, pioneering trainer whose methods of merchant
are demonstrating an inability services consultation have helped many agents expand their portfolios in terms of processing
to follow basic instructions. The volume, deal count and profitability. He can be contacted at 347-866-9571 or ben@bams.com.
difficulty is in communicating the
subtle differences between their old
sales process and your new one. It's
important to explain why something
might be effective in other sales
environments but ineffective in your
office. If you don't, you will have an
unpolished agent that will challenge
your methods every step of the way.
If developed successfully, however,
you will have a self-sufficient
producer that requires little attention
as your company grows.
Shifting gears
With a larger budget and a new
market position, the hiring process
must adapt to incorporate your
progressing goals. The same types
of candidates still pop up, but
the quality is upgraded and the
screening process must become more
advanced. A basic math test helps to
gauge the learning curve of statement
analysis and future growth.
After a few years, you will have a
strong team of homegrown veteran
agents. With an improved hiring
process and more capable candidate
pool, your new hires will help
motivate your enriched veterans to
raise their personal bar.
Future topics in this column will
cover the hiring considerations for
recruiting new affiliates, ISOs and
experienced agents. It is important
to understand the inner workings of
the hiring process to help improve
personal growth and prepare for
future roles in senior management.
The next stage in hiring requires a
more advanced understanding of
high-level sales associates. To know
others is to know yourself.
47
read. The challenge here is the ego Tom Waters has been dedicated to the merchant service sales profession since 2001. Currently, he
that resides with that talent. These is responsible for cultivating relationships with entrepreneurs in information technology, account-
people will prematurely try to ing, sales and marketing in his role as Sales Director of Bank Associates Merchant Services (www.
deviate from the script to impress bams.com). Using fresh and matter-of-fact training methods, Tom has contributed to the success
you with their ability to innovate. of thousands of agents, affiliates and clients. He can be reached via email through t.waters@
Intentionally or not, they will reject bams.com or via phone at 347-651-1065.
your feedback and fall into old habits
that were successful in their previous
sales roles. Ben Abel is Regional Director at Bank Associates Merchant Services. Since joining the team in
2006, he has risen through company ranks with a paradigm that his success was measured by the
Often they will not realize they success of those around him. Ben is a dedicated, pioneering trainer whose methods of merchant
are demonstrating an inability services consultation have helped many agents expand their portfolios in terms of processing
to follow basic instructions. The volume, deal count and profitability. He can be contacted at 347-866-9571 or ben@bams.com.
difficulty is in communicating the
subtle differences between their old
sales process and your new one. It's
important to explain why something
might be effective in other sales
environments but ineffective in your
office. If you don't, you will have an
unpolished agent that will challenge
your methods every step of the way.
If developed successfully, however,
you will have a self-sufficient
producer that requires little attention
as your company grows.
Shifting gears
With a larger budget and a new
market position, the hiring process
must adapt to incorporate your
progressing goals. The same types
of candidates still pop up, but
the quality is upgraded and the
screening process must become more
advanced. A basic math test helps to
gauge the learning curve of statement
analysis and future growth.
After a few years, you will have a
strong team of homegrown veteran
agents. With an improved hiring
process and more capable candidate
pool, your new hires will help
motivate your enriched veterans to
raise their personal bar.
Future topics in this column will
cover the hiring considerations for
recruiting new affiliates, ISOs and
experienced agents. It is important
to understand the inner workings of
the hiring process to help improve
personal growth and prepare for
future roles in senior management.
The next stage in hiring requires a
more advanced understanding of
high-level sales associates. To know
others is to know yourself.
47
