New Sales Culture
The Challenge
As part of a branch automation initiative, FI identified the need to implement a single sales culture for its’ flagship and acquired banks in order to leverage the new technology and create a client focused brand across the network. Each bank was operating independently from a client interaction perspective and it was challenging to compare sales results and individual performance.
The legacy sales systems provided limited client relationship information to sales team members and did not produce any account opening documentation. Over 40% of the time documentation had to be re-submitted due to incomplete or incorrect data on the forms.
The Solution
Designed a sales tool that provided client information to the sale team on one screen.
Information included demographic, balance, compliance, operation and sales data.
Developed Behavior Roadmaps for each sales role from Teller to Market President identifying specific sales behaviors for each component of the sales culture.
Implemented a coaching framework to improve sales performance and consistency through all levels of the sales team.
Developed instructor led and eLearning learning tools to introduce and support the sales culture.
Conversion learning tools provided the basis for the development of a learning curricula that was implemented post system conversion.
The Result
Delivered
A needs based sales culture.
A behaviorally based coaching framework.
A state of the art sales system.
A robust employee development program.