Bank sales leaders face significant challenges in driving sales and productivity, among them:
- Insufficient knowledge of best practices – what really works
- Ineffective leadership, execution, and coaching disciplines
- Inadequately skilled or informed sales team members
- Misalignment of sellers, channels, and opportunities
- Conflicting or competing internal priorities and opinions
- Accurate assessment of sales team capabilities in existing or acquired sales teams
Our consulting engagements have included:
- Targeting – Defining industries, prospects, and customers on which sales team members should be calling
- Value – Articulating the value that our clients and their individual team members create to differentiate them from other bankers and banks
- Process – Designing sales process to differentiate clients from other banks, create new value for their customers, and boost sales productivity
- Execution – Disciplining and managing the sales process through planning, measurement, and coaching practices
