Sales Meeting Activities
Setting: For a major regional bank, we developed several series of sales meeting activities for sales team leaders to run with their teams to reinforce and practice sales techniques and procedures.
Outcome: More precise coaching of sellers leading to more opportunities identified and more sales results . . . and (as an extra bonus) clear indications about which sales team leaders were willing to coach and which weren’t.
Increasing Referrals to Partners
Setting: In support of a broader sales restructuring, we trained a regional manager and his area sales managers to coach specific sales behaviors known to generate higher levels of referrals and small business household penetration.
Outcome: Within one month, referral rates increased 20% across a sales force of 70 small business bankers.
Increasing Cross Sells
Setting: For a major regional bank, we developed a comprehensive prospecting, selling, and sales management process designed to increase sales of deposits, cash management, and other fee-based products while differentiating the bank from other banks in highly competitive markets.
Outcome: Teams and individuals using the process reported significant increases in cross sells, consistent client remarks regarding differentiation vis-à-vis other banks, and increases in overall deposit and loan production.
