Philosophy and Purpose
This sales approach focuses on understanding and fulfilling members' financial needs rather than simply selling products
What is a member-centric sales approach?
USC Credit Union’s mission is to enable this for the Trojan family.
What are financial dreams?
Managers are expected to act in these two roles to effectively guide their sales teams.
What are leader and mentor?
USC Credit Union aims for this percentage increase in loan growth.
What is 10%?
This mindset prioritizes members' financial goals and well-being over making a sale.
What is the member-first mindset?
Managers are expected to lead through these two key practices to foster a culture of confidence and motivation.
What are coaching and mentorship?
While USC Credit Union does not have a vision statement, they are guided by this number of core values.
What is seven?
This sales technique involves identifying customer needs and providing tailored financial solutions rather than pushing products.
What is needs-based selling?
The credit union’s goal is to increase the average member relationship by this percentage.
What is 15%?
Managers are encouraged to build long-term relationships by engaging in these two post-sale activities.
What are follow-ups and checking in on satisfaction?
This type of decision-making is encouraged to refine sales strategies using member insights and performance analytics.
What is data-driven decision-making?
Sales managers must align sales goals with this broader organizational commitment to community impact.
What is enhancing the quality of life in the communities we serve?
To track performance and make informed decisions, managers rely on these three key data tools.
What are CRM systems, data analytics, and sales playbooks?
This strategy aims to increase cross-selling opportunities for both loan and deposit products by 10-15%.
What is recognizing and acting on complementary product opportunities?
Ethical sales practices ensure that recommendations align with this priority.
What is the member’s best interest?
Ethical and consultative selling is guided by these three principles.
What are trust, transparency, and responsible financial practices?
This principle ensures that sales activities are always conducted with integrity, transparency, and member trust.
What are ethical practices?
The curriculum trains managers to balance these two critical priorities in their leadership approach.
What are business growth and exceptional member service?
The success of sales goals is measured using these four key performance indicators (KPIs).
What are sales volume, conversion rates, customer retention, and lead follow-up rates?
A sales manager using a member-first mindset would take these two steps before offering a loan.
What are asking about financial needs and exploring alternative solutions?
In addition to sales success, the curriculum encourages managers to stay ahead of these three evolving industry factors.
What are trends, regulatory changes, and emerging technologies?
Name three of the seven core values that guide USC Credit Union.
What are (
Sales staff are encouraged to use this two-part approach when interacting with members to ensure trust and long-term relationships.
What are active listening and consultative selling?
Managers must ensure their teams meet expectations by tracking performance and making these types of adjustments when needed.
What are data-driven adjustments?
This term describes the process of ensuring that members receive personalized financial education and solutions that align with their individual needs.
What is consultative selling?