Disciplined Sales Management System

Setting: We assisted a major regional bank with designing and implementing a structured sales management operating system that included planning, review, and activity management components.

Outcome: Within three months of implementation, sales managers reported a significant increase in sales call activity, call preparation and planning, and confidence in pipeline accuracy. Seven years later, most regions of the bank’s commercial team are using the system.

Reduce New Hire Wasted Effort

Setting: For a major regional bank, we developed a 90-day ramp-up plan for newly hired commercial bankers, indicating week by week their high priority activities, accomplishments, and accountabilities.

Outcome: More focus, less wasted time, shorter ramp-up time lines, and management agreement on criteria for completion of the 90-day “probation” period.

Accelerate Cash Management Opportunity Identification

Setting: For a major regional bank, we developed “sales–oriented” product knowledge training (different from “product–focused” product training) for high priority products.

Outcome: Reduced time required for newly hired sales team members to identify opportunities.


The conventional view serves only to protect us from the painful job of thinking.

- J.K. Galbraith