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Success Stories
- Creating a Uniform Culture
- Driving Organizational Focus on the Right Customer
- Driving Revenue Through Referrals
- Establishing Differentiation Through a Distributor Sales Force
- Executing a New Sales Strategy
- Helping a Client Quickly Turn an Existing Program into Sustainable Action and Results
- Increasing New-Hire Productivity
- Instilling a Winning, Competitive Attitude in the Sales Force
- One-on-One Coaching to Breakthrough Results
- Providing Practical Tools for Sales Management in a Changing Marketplace
- Raising the Bar on Performance
- Results Soar for 700-Agent Call Center
Creating a Uniform Culture
Industry:
Regional Banking Organization
Situation:
After two years of operating three companies separately, this client realized it needed to create a sales and service culture consistent across the board. To achieve uniformity across all levels of the organization, they needed to engage and develop upper middle management.
Analysis:
The organization failed to define sales and service management accountabilities for regional managers, district managers, and branch managers. Therefore, there was no way to engage, train, develop, or hold these levels of management accountable. The organization knew something had to be done but was unsure how to engage management, determine what needed to be done differently, or how to equip them to begin doing it.
The plan would be to provide clarity and gain alignment on what branch managers and assistant branch managers needed to do well in order to drive sales; allowing all organizational systems to correctly drive the execution.
Execution:
A 30-day custom training program was designed for branch managers and assistant branch managers. This accelerated learning program made it possible to implement and execute in the field while also jump-starting district manager's efforts to coach execution:
- District and regional managers received one-on-one in-the-field coaching support to ensure they were properly equipping their people to successfully put the newly defined behaviors into practice.
- Two workshops helped develop the organization’s internal consultants, ensuring they understood the coaching routines for all levels of management, giving them the ability to replicate the program.
- Management received consulting on the integration of accountabilities into current programs.
- District managers furthered their development by attending two quarterly workshops designed to execute their coaching accountabilities as more challenging issues and changes emerged within the organization.
Impact:
In just 90 days:
- Sales per customer nearly tripled.
- A 35% increase in new accounts was realized.
- Dollar volumes increased by 200%.
- Teller referrals to business bankers increased by 50%.