Examples of our work include:
- Ramp-Up Plan
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.
The outcome: More focus, less wasted time, shorter ramp- up time lines, and management agreement on criteria for completing the 90-day “probation” period.
- Sales Meeting Activities
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.
The 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.
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Referrals to Partners
For a money center bank, we assisted with designing sales processes, qualification criteria, referral criteria, and response procedures for corporate bankers referring opportunities to their investment bank colleagues.
The outcome: Lower “misfire” rates on referrals, higher rates of opportunity identification, and higher levels of confidence and teamwork.
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Product Knowledge
For a major regional bank, we developed “sales-oriented” product knowledge training (different from “product-focused” product training) for high priority products.
The outcome: Reduced time required for newly hired sales team members to identify opportunities.
