Company:

- Major US Bank; Over $380 billion in assets

Type of Business:

- Financial Services

Scope:

- To facilitate a transition to a more aggressive and consultative sales culture.
- To develop a uniform process for business bankers, corporate bankers, and private bankers

Objectives:

- Assess current business development sales skill levels
- Review and recommend compensation and incentives
- Determine customer perception
- Analyze competitive sales cultures
- Design and implement a sales coaching plan for management
- Train all bankers on the use of their in-house CRM system Implement management accountability and follow-up system to insure cultural transition
- Design 2 year sales and sales management training program based on the new culture model
- Implement field coach technique for managers
- Conduct ROI study on project

Results:

- ROI of 10 times investments
- Tripled Sales Calls